THE 

ANGELES 


Why    TOU   Are     What    Ton   Are 

By 

GEORGES  HENRI  LEBARR,  B.S. 

(Original  Researcher,  Character  Analyst  and  Lecturer) 
Illustrated  by  Special  Drawings 


FIRST  EDITION 


PUBLISHED  BY  THE  AUTHOR 

BOSTON,  MASSACHUSETTS 

1922 


Copyright  1922 

by 
GEORGES  HENRI  LEBARR 


THIS    VOLUME 

IS   AFFECTIONATELY   DEDICATED 
TO   MY  STUDENTS 


2052494 


GEORGES  HENRI  LEBARR 


FOREWORD 

This  book  is  a  result  of  my  fifteen  years'  study  of  Psychology,  Crimi- 
nology, Insanity,  and  last  but  not  least,  the  science  of  Character  Analysis. 
The  facts  that  are  here  brought  to  light  are  my  modest  contribution  to  the 
general  knowledge  of  human  character,  and  primarily  are  designed  to  foster 
the  application  of  all  known  facts  into  everyday  use  for  the  betterment  of 
life.  All  the  theories  that  are  not  substantiated  by  actual  experiences  either 
of  myself  or  others  have  been  eliminated.  This  volume  was  written  espe- 
cially for  use  in  my  classes,  and  altho  the  facts  may  be  easily  grasped  by  any- 
one, there  are  places  that  can  be  understood  in  full  only  when  supplemented 
by  the  demonstrations,  such  as  are  given  in  the  class  room ;  for  instance,  how 
to  observe  musical  ability,  the  flexibility  and  consistency  of  a  hand,  and  the 
combinations  of  features.  One  chapter  is  devoted  to  the  so-called  "mixed 
types,"  which  to  my  knowledge  have  never  been  propounded  to  anv 
great  extent  by  any  Character  Analyst.  One  chapter  is  devoted  to  the 
science  of  Graphology,  one  to  Salesmanship,  another  to  Insanity  and 
Criminology,  and  there  are,  besides,  thirteen  chapters  on  the  study,  research 
and  daily  use  of  Character  Analysis.  Altho  I  have  borrowed  extensively 
from  the  works  of  my  contemporaries  and  from  those  who  have  lived  and 
worked  before  me  in  this  line — to  all  of  whom  I  gratefully  give  due 
credit — nevertheless,  my  own  study  and  research  are  ample  to  warrant 
the  publication  of  this  volume.  All  that  I  really  aim  to  do  is  to  give  in 
the  most  comprehensive  way  the  facts  that  are  known  to  me,  so  that  the 
gaps  which  remain  in  this  Science  up  to  the  present  day  may  be  filled. 

I  resolved  to  write  this  book  without  delay  as  a  direct  result  of  my 
teaching  of  the  subject,  and  it  is  with  deep  faith  that  I  dedicate  this  book 
to  my  students,  whose  zeal  to  know  this  Science  was  my  real  inspiration, 
and  whose  grasp  of  the  subject,  in  many  cases  far  beyond  my  expectation, 
is  my  abundant  reward. 

The  author  did  not  stop  to  surmise  the  scope  of  the  influences  that 
may  be  the  destiny  of  this  work;  therefore,  the  merit  of  this  book  is  left 
to  the  generosity  of  the  readers. 

G.  H.  LEBARR. 
72  Westland  Avenue,   Boston,   Massachusetts. 


Fig.  i 

The  Balanced  Type  in  Color  Form  and  Structure. 
An   Ideal  Type. 


INTRODUCTION 

To  have  faith  in  men  and  life  is  a  wonderful  thing — to  have  knowl- 
edge of  man  and  things  is  the  only  real  power.  Science  does  not  know 
the  word  "haste,"  and  therefore  takes  its  time.  It  is  obvious  that  to  study 
anything  means  to  try  to  make  life  better;  to  study  Character  Analysis 
means  to  prepare  yourself  to  live  with  your  eyes  open.  The  knowledge 
of  Character  Analysis  enables  you  to  act  as  you  should,  and  keeps  you 
from  expecting  of  other  people,  as  well  as  of  yourself,  more  than  they  or 
you  can  give.  It  makes  you,  in  other  words,  more  human  and  sym- 
pathetic, more  scientific  and  broad-minded.  You  won't  blame,  as  it  were, 
everything  and  everybody  for  what  befalls  you,  for  Character  Analysis 
clearly  shows  where  the  trouble  lies  every  time.  You  will  not  trust 
those  who  shouldn't  be  trusted,  and  will  give  a  chance  to  those  who  deserve 
it.  In  plain  English,  you  will  no  longer  guess  but  know  the  characters  of 
men — know  people  and  yourself,  as  you  and  they  really  are. 

We  will  start  at  the  beginning  in  this  book,  and  go  on  gradually  to 
more  and  more  important  phases  of  human  nature,  until,  when  the  course 
is  run,  we  shall  know  the  alphabet  of  Character  Analysis,  so  that  we 
shall  be  able  at  the  end  to  read  people  at  sight  like  books.  We  shall 
learn  in  a  simple  way  how  to  observe  and  interpret  the  meaning  of  the 
so-called  "pure  types."  By  the  pure  type,  we  shall  understand  is  meant 
a  type  that  is  not  at  the  outset  contradictory.  Now,  for  instance,  in  a 
pure  type,  if  one  feature  in  a  man  shows  he  is  slow,  the  other  features 
would  not  show  that  he  is  tending  to  be  something  different.  But  when 
we  learn  how  to  read  the  pure  type  quickly  (as  we  shall),  then  we  shall 
be  ready  to  study  any  combination  possible  in  human  nature.  Altho  all 
kinds  of  combinations  are  possible,  it  is  not  hard  to  delineate  anyone  if 
you  will  learn  the  meaning  of  each  feature,  and  when  reading  peoples' 
characters,  if  you  will  remember  that  each  feature  is  just  as  significant  as 
the  other  in  this  Science,  you  will  never  make  any  radical  mistake.  In 
fact,  you  will  be  startled  to  find  how  simple  it  is  to  read  people  and  to 
do  so  scientifically.  A  few  cautions  I  would  give  are  these: 

1.  Have  an  open  mind  at  the  start. 

2.  Don't  start  from  the  end,  but  rather  from  the  beginning. 

3.  Do  not  try  to  tell  a  man  what  he  is  best  fitted  for,  before  you 
know  that  he  wants  to  work  at  all. 


4.  Don't  be  afraid  to  read  people  from  the  very  first  lesson.     This 
is  the  biggest  drawback  to  many. 

5.  Smile  when  you  make  a  mistake  and  go  right  ahead;  experience 
makes  things  perfect. 

6.  Ignore  those  who  try  to   discourage  you;  you   have   no   time   to 
bother  with  them. 

And  when  you  have  well  stored  the  preceding  rules  in  your  mind, 
when  you  resolve  in  earnest  to  pursue  your  purpose  to  the  end,  then  your 
chances  are  greater  than  you  think,  of  mastering  this  wonderful  and  most 
practical  Science  known  to  man  up  to  the  present  day.  Remember,  you 
don't  have  to  be  a  genius  or  a  wizard;  the  only  thing  you  really  need  in 
this  study  is  ordinary  and  everyday  commonsense.  I  am  telling  you  frankly 
all  these  things  at  the  start,  so  as  to  put  you  on  the  right  track  and  save 
time  and  energy,  which  otherwise  would  perhaps  be  wasted,  as  many  have 
done  by  "beating  about  the  bush"  instead  of  getting  from  the  start  at  the 
very  heart  of  things. 

If  you  have  a  natural  tendency  to  study  Character  Analysis,  you  are 
fortunate;  if  you  haven't  the  tendency  but  see  the  importance  of  this  study, 
by  all  means  proceed  and  do  all  in  your  power  to  cultivate  an  interest  in 
this  subject.  It  will  pay  you  ten  times  over  in  every  respect. 

There  are  75>°°°  positions  open  right  now  in  the  United  States  for 
persons  versed  in  Character  Analysis.  Millions  are  waiting  for  Character 
Analysts  to  put  them  in  the  right  jobs;  parents  need  help  to  understand 
their  children;  doctors,  their  patients;  and  teachers,  their  students.  Who 
is  going  to  establish  the  right  relationship  between  all  of  these?  The 
Character  Analyst,  of  course.  There  is  money,  fame,  pleasure,  gratitude 
and  experience  in  this  line  of  work.  Tell  me,  what  is  greater  than  the 
Study  of  Human  Nature? 


Why  You  Are  What  You  Are 


"The  proper  study  of  mankind  is  man" — Pope. 


CHAPTER  ONE 

How  the  Study  of  Character  Analysis  Was  Formulated. 
COLOR 

FROM  time  immemorial  man  has  been  trying  to  "under- 
stand" things,  and  though  the  word  "understand"  was 
interpreted  variously  in  different  ages,  it  was  really  this 
instinct  to  know — or  learn  that  has  led  'man  on.  His  in- 
quisitiveness  has  often  cost  him  his  life,  but  the  lure  of  the 
unknown  was  greater  than  life.  Among  many  things  man 
wished  to  be  able  to  read  his  fellowmen.  It  was  noted  by 
the  ancient  Greeks,  Arabians  and  Egyptians  that  people  are 
different  in  character  according  to  color.  We  read  that  the 
Egyptians  noted  the  fact  that  the  conquerers  of  the  Mediter- 
ranean nations  were  blonde  and  blue-eyed  people.  Some  of 
their  mental  traits  also  are  recorded  in  the  ancient  hierogly- 
phics. As  our  first  lesson  we  will  study  the  color  or  the 
difference  in  character  between  the  blondes  and  brunettes, 
and  also  the  medium  type  which  partakes  of  both. 

The  history  of  the  evolution  of  color  is  in  many  ways 
most  interesting  to  study.  Altho  we  will  not  spend  too  much 
ti'me  on  details,  we  will  touch  briefly  upon  the  most  salient 
points  that  are  of  scientific  interest. 

It  is  a  known  fact  that  climate  has  a  tremendous  influence 
not  only  on  character  formation,  but  also  on  the  evolution  of 
physical  appearance.  Blondeness  and  brunetteness  are 
caused  by  environment  and  evolution,  due  to  the  different 
climatic  conditions.  The  absence  of  sunlight  caused  blonde- 
ness;  the  presence  of  too  much  sunlight  caused  brunetteness. 


Why    You    Are    What    You    Are 


Let  us  see: — Brunetteness  as  we  know  is  nothing  but  the 
presence  of  pigment  in  the  skin,  hair  and  eyes  of  a  person. 
It  is  designed  by  nature  to  protect  the  human  organism 
from  the  destructive  straight  or  ultra-violet  rays  of  the  sun 
which  are  found  in  sub-tropic  and  tropic  regions  of  the  earth. 
The  presence  of  the  pigment  in  a  brunette  is  a  result  of 
the  great  amount  of  sunlight,  showing  that  this  type  was 
evolved  originally  in  the  tropic  or  the  sub-tropic  regions  of 
our  planet.  It  was  an  element  necessary  in  order  to  survive. 
All  life,  after  all,  is  but  adaptation  and  change.  "Necessity 
is  the  mother  of  invention."  So  it  is,  a  brunette  is  no  more 
to  blame  for  what  he  is  than  a  fish.  All  nature,  including 
human,  can  do  only  one  thing — make  the  best  use  of  the 
powers  that  are  given  to  it.  There  are  traits  involved  with 
brunetteness  that  are  desirable,  and  others  that  are  not.  In 
the  tropics  brunettes  had  plenty  of  food  such  as  bananas,  ber- 
ries, roots,  nuts  and  other  eatables.  The  sun  was  hot.  What 
did  they  do?  Logically,  they  hid  from  the  sun  in  the  shade 
of  the  trees.  They  moved  only  when  they  were  hungry  or 
thirsty,  and  even  then  it  was  not  much  of  an  exertion,  for 
water  and  food  were  within  easy  reach.  Naturally,  in  time, 
the  brunette  became  in  character  rather  impractical,  unaggfes- 
sive,  somewhat  lazy  and  philosophical.  He  had  plenty  of 
ti'me  to  think  and  ponder.  He  is  therefore  religious,  submis- 
sive, procrastinating,  thoughtful,  slow  and  dependable.  He  is 
domestic,  and  loves  Nature  that  was  so  good  to  hi'm  from 
the  very  beginning  of  things.  He  had  plenty  of  time  to 
study  it,  and  knows  its  beauty  by  natural  instinct.  He  did 
not  change  his  place  of  abode  often,  so  he  is  fond  of  his  native 
place  and  his  clan.  He  is  faithful  because  that  is  his  greatest 
asset,  as  he  could  not  afford  to  make  people  unfriendly  by 
staying  with  them.  He  keeps  his  word  because  constancy 


Why    You    Are    What    You    Are 


is  his  middle  name.  These  qualities  were  fastened  upon  the 
brunette  by  the  very  nature  of  things,  and  try  as  he  may,  he 
cannot  break  the  laws  of  evolution  of  life.  The  best  he  can 
do  is  to  modify  them.  Changes  may  come  and  go,  but  the 
fundamental  traits  of  character  of  brunettes  are  always  the 
sa'me.  We  say  brunettes  are  spiritual.  Is  it  so?  Let 
us  look  at  the  history  of  our  religious  'movements.  Is  it  not 
true  that  our  leading  faiths  were  first  started  by  the  races 
known  as  brunette  races?  Christianity,  Buddhism,  Confu- 
cianism, Mohammedism  are  the  leading  religions  and  all  were 
promulgated  by  the  brunette  type.  Do  you  not  see  the  scien- 
tific reason  for  the  character  of  the  brunette  type?  The 
physical  appearance  of  the  normal  brunette  tends  to  be  short, 
stocky,  and  in  many  cases  has  a  long  trunk  with  short  legs. 
The  brunette  type  stands  for  the  most  enduring  type  known. 
It  is  known  also  that  they  are  indispensable  in  work  requiring 
patience,  endurance  and  routine.  Such  branches  as  are  com- 
monly known  as  scientific,  literary  and  artistic  pursuits  are 
the  highest  type  of  routine  work,  and  many  a  brunette  is  found 
in  each  of  them.  To  any  scientist  there  'must  be  no  prefer- 
ence of  color,  and  it  should  be  understood  that  I  have  no 
preference  to  any.  My  guide  in  this  work,  as  it  should  be  in 
any  science,  is  an  open  and  unbiased  mind.  Let  that  be  under- 
stood by  all  students  and  readers.  While  we  speak  of  color, 
it  is  interesting  to  note  how  in  our  plays,  novels  and  other  com- 
positions, ignorant  writers  label  their  heroes  and  heroines 
with  traits  of  character  which  are  so  absurd  to  the  scientist 
and  the  scholar  of  human  nature.  Thus  it  is  so  improbable 
to  read  about  a  red-headed  preacher  and  a  monk,  or  of  a 
brunette  navigator  who  left  his  home  and  sweetheart  to  seek 
adventure  and  to  find  "new  fields  to  conquer."  Many  of  the 
novels  that  portray  brunettes  with  characteristics  of  blondes, 


Why    You    Are    What    You    Are 


and  blondes  with  characteristics  of  brunettes,  have  repeatedly 
made  me  laugh.  They  are  not  true  to  life,  altho  they  may 
be  wonderfully  depicted  by  an  accepted  master-pen. 

It  was  said  of  Salvini  that  he  refused  to  take  part  in  a 
certain  play  because  the  characters  were  misrepresented  by 
the  author,  and  Salvini  so  well  knew  this  that  he  felt  he  would 
be  compromising  his  sense  of  honor  by  taking  part  in  what  was 
not  true  to  real  life.  For  the  sa'me  reason,  I  will  not  approve 
of  any  novel  that  mars  the  facts  of  the  known  traits  that  go 
with  different  types.  It  is  true  that  nothing  is  so  obvious  in 
human  appearance  as  color.  When  I  lecture  on  blondes  and 
brunettes,  I  can  truly  say  every  one  is  interested  from  the  start 
and  naturally  so. 

Blondeness  is  our  next  subject.  It  is  caused,  as  is  bru- 
netteness,  by  natural  environment;  its  significance,  however, 
is  diametrically  opposite  to  the  first.  We  state  only  the  facts, 
and  so  the  theories  of  color  are  avoided.  Blondes  originally 
lived  and  were  evolved  in  places  where  there  was  no  sunlight, 
but  plenty  of  clouds  and  almost  constant  fogs,  also  impen- 
etrable woods.  Such  places  even  now  are  found  populated 
by  the  pure  blonde  type  with  the  blondest  hair  and  the  bluest 
eyes.  We  refer  to  some  of  the  Baltic  regions,  also  many 
places  in  Norway,  Sweden  and  Siberia.  The  absence  of  the 
short  rays  of  the  sun  made  the  absence  of  the  pigment  (the 
guardian  of  the  protoplasmic  life)  natural.  All  scientists 
agree  that  blondes  are  people  who  came  fro'm  the  cold,  foggy 
regions  of  the  world.  They  are  big  in  physical  appearance, 
fair-skinned,  blue  or  grey-eyed,  and  blonde-haired.  They  are 
aggressive  and  light  in  motion.  As  stockiness  may  be  called 
the  key  of  brunetteness,  robust  appearance  may  be  aptly  ap- 
plied to  the  normal  blonde.  We  are  talking  about  pure 

4 


Why     You    Are    What    You    Are 


blondes  and  brunettes  at  this  time.  As  the  very  climate  re- 
quired of  the  blonde  people,  they  adapted  themselves  accord- 
ingly. The  climate,  as  we  said,  was  unfriendly,  harsh  and 
changeable.  Naturally,  in  order  to  survive,  the  blonde  was 
obliged  to  be  adaptable  or  changeable  enough  to  suit  the  cli- 
mate, or  to  perish.  There  were  no  bananas  or  cocoanuts  to 
be  had  in  below-zero  weather.  The  blonde  did  not  worry; 
he  went  hunting  and  fishing.  He  found  no  fish  at  the  edge  of 
the  shore,  so  he  built  a  sloop.  Physical  fear,  he  had  none, 
for  Nature  around  about  him  was  so  unkind  that  he  had  to 
disregard  its  threats  and  smile  at  it.  He  had  to  survive — a 
gri'm  fact  that  absorbed  his  whole  being.  Thus,  consequently, 
fighting  for  his  skin,  he  took  manifold  chances,  substituting 
the  smaller  evil  for  a  bigger  one. 

As  a  result  of  his  early  environment,  the  blonde  evolved 
the  traits  of  character  that  were  most  adapted  to  that  partic- 
ular life.  And  so  every  normal  blonde  to-day  has  these  qual- 
ities : — Willingness  to  take  a  chance,  hopefulness,  enthusiasm, 
a  scheming  mind — aggressive,  dashing,  irresponsible  and  ener- 
getic. He  is  a  good  mixer,  original,  versatile,  and  would 
rather  do  things  then  talk  about  them.  Impatient, 

changeable  and  adaptable,  eager  for  new  fields  to  conquer,  he 
is  very  dominating  by  tendency.  Blunt  and  extremely  out- 
spoken, especially  when  in  public,  he  likes  to  get  into  the  lime- 
light, and  uses  little  tact.  He  is  always  ready  to  fight  and 
often  brutally  frank,  without  any  intention  whatever.  Here 
I  would  like  to  use  a  very  apt  illustration,  in  order  to  bring 
out  more  clearly  the  point  which  I  wish  particularly  to  make. 
A  friend  of  mine,  a  pure  blonde  type,  was  constantly  abusing 
and  ridiculing  me  in  public,  and  when  I  would  ask  him  privately 
what  was  his  idea  in  being  so  brutally  frank  and  sarcastic, 
he  would  only  s'mile  and  say  something  at  random,  that 


Why    You    Are    What    You    Are 


showed  me  he  did  not  mean  to  hurt  me;  but  it  was  just  his 
trait  of  character  to  show  off,  and  he  couldn't  help  it.  The 
very  fact  that  in  private  life  he  would  give  me  his  last  cent 
if  I  asked  him  for  it,  proved  to  me  that  he  was  acting  in  spite 
of  himself,  and  because  of  his  inborn  traits.  We  all  inherit 
at  least  one-third  of  our  character,  and  it  is  almost  impossible 
to  change  it  in  a  life-time.  The  only  thing  we  can  do  is  to 
modify  it.  Blondes  are  adapted  for  comedians,  organizers, 
promoters,  traveling  positions  in  every  line. 

I  have  heard  so'me  blonde  speakers  who  were  able  to 
drive  home  some  of  the  apparently  most  uncanny  reasons  for 
some  new  and  untried  formulas,  such  as  Higher  Metaphysics 
and  the  things  that  you  can  only  believe  in,  but  which  have 
never  been  actually  proved.  A  blonde  speaker  once  con- 
vinced me  in  some  of  these  fields  so  thoroughly,  that  after  I 
thought  the  thing  over  I  was  amused  to  think  of  how  I  could 
have  taken  his  word  for  it,  and  yet  at  that  time  I  absolutely 
did,  and  at  the  same  time  knew  that  a  blonde  convex  type 
can  convince  even  his  adversaries. 

There  are  a  few  fallacies  in  blondes  and  brunettes  that 
should  be  pointed  out  before  we  proceed  to  the  next  lesson — 
namely,  and  speaking  in  general,  the  nofmal  brunette  tends 
to  be  too  serious,  too  slow  and  too  conservative,  not  very  so- 
ciable nor  adaptable.  He  is  given  to  worries  often,  and  takes 
everything  too  seriously.  He  is  too  intense,  and  so  could 
easily  afford  to  be  more  cheerful  and  cosmopolitan.  He 
should  not  take  himself  or  others  too  seriously,  and  should 
cultivate  the  funny  side  of  life.  Frequently  he  cannot  see  a 
joke  or  make  one  unless  his  color  is  strongly  modified  by 
proportion,  of  which  we  shall  speak  in  its  proper  place.  He 
is  very  religious,  and  altho  it  oftens  happens  that  his  faith 
and  belief  help  him,  he  is  liable  to  carry  his  fervor  to  an  ex- 


Why    You    Are    What    You    Are 


treme,  and  make  his  religion  his  master  rather  than  his  co- 
operative friend.  In  other  words,  he  becomes  a  fanatic  and 
doesn't  stop  to  reason.  These  are  the  general  tendencies. 
They  can  be  'modified  and  overcome,  and  if  he  only  tries  he 
can  easily  inculcate  in  his  habits  the  qualities  he  lacks,  such 
as  aggressiveness  and  leadership. 

The  pitfalls  of  the  blonde  are  also  many  and  varied. 
In  the  first  place,  he  is  so  dashing  and  enthusiastic  that  he 
does  not  stop  long  enough  to  see  what  is  really  going  on.  In 
other  words,  he  starts  too  many  things  but  does  not  take  his 
time  to  finish  one  task  before  he  begins  a  new.  Result: — 
Many  things  started,  nothing  definitely  accomplished.  In 
Wall  Street  you  see  many  blondes  who  are  taking  long 
chances,  and  actually  getting  away  with  very  'many  of 
them.  However,  if  not  modified  by  other  variables,  the 
pure  blonde  type  is  an  extremely  unstable  type  and  should  not 
be  taken  too  seriously,  because  he  seldom  takes  things  seriously 
himself,  and  if  you  take  him  too  seriously  he  may  change 
his  mind  the  next  minute  and  leave  you  in  a  labyrinth  which 
he  has  evolved.  He  is  not  to  blame,  but  that  does  not  help 
you  much.  Another  fallacy  of  this  type  is  to  overwork  and 
to  be  overbearing.  He  often  drives  himself  and  others  too 
far,  and  so  should  restrain  his  superabundant  energies  and 
ambitions  and  keep  them  in  leash.  Energy  is  like  a  good  pair 
of  horses — all  right  if  properly  controlled;  if  not,  it  will  run 
away  with  you  and  dash  you  down  the  precipice  of  disappoint- 
ment. 

The  blonde  could  also  improve  by  meeting  fewer  people 
and  by  trying  to  find  out  what  the  people  he  does  know  are 
worth ;  to  cultivate  seriously  those  that  he  has  met,  rather 
than  always  seeking  to  'meet  additional  ones  before  learning 
to  know  at  least  something  about  his  present  acquaintances. 


Why    'You    Are    What    You    Are 


With  his  mad  rush  onward,  he  does  not  give  a  chance  fo  him- 
self or  to  others.  Often  he  loses  a  good  friend  by  lack  of 
patience. 

It  is  very  desirable  when  these  two  types  borrow  from 
one  another.  In  fact,  I  recommend  marriage  between  a 
blonde  and  brunette  much  more  readily  than  between  two 
of  the  same  color  scale.  In  a  scheme  of  scientific  findings 
otherwise  suitable,  harmony  can  be  found  in  this  opposite 
combination  of  blonde  and  brunette.  But  we  shall  take  up 
this  subject  in  our  following  lessons  more  fully. 

Students  are  requested  to  study  the  following  color  scale 
and  place  themselves  accordingly  on  the  color  scale. 

THE  COLOR  SCALE 

0-20  — Exceedingly  blonde.  Physical  appearance:  Flaxen  hair,  blue  eyes, 
pink  skin,  also  golden  hair,  pale  grayj:yes  and  pale  skin,  or  yel- 
low hair,  light  gray  eyes  and  pale  skin. 

25-35  — Very  blonde.  Physical  appearance:  Red  hair,  blue  or  gray  eyes, 
fair  skin,  or  light  brown  hair,  blue  eyes  and  fair  skin. 

35-45  — Blonde.  Physical  appearance:  Light  brown  hair,  blue  or  gray 
eyes,  and  medium  skin. 

45-55  — Medium.  (See  Fig.  i.)  Physical  appearance:  Brown  hair,  dark 
blue  or  green  eyes  and  medium  skin,  also  golden  hair  with  brown 
eyes  and  fair  skin,  and  types  in  which  some  of  the  features  are 
light  and  others  dark. 

55-65  — Brunette.  Physical  appearance:  Brown  hair  and  brown  eyes, 
brunette  skin. 

65-75  —Very  brunette.     Physical  appearance :  Black  hair,  light  brown  eyes, 

and  brunette  skin. 
75-85  — Exceedingly    brunette.      Physical    appearance:     Black    hair,    very 

brown  eyes  and  very  brunette  skin. 
85-100 — Yellow,  red-skinned  and  colored  races.     Their  appearance  is  well 

known. 


CHAPTER  TWO 

The  Form  of  the  Profile,  or  How  Your  Character  Reveals 
Itself  in  Action. 

f  1  ^HERE  are  teachers  who  can  make  you  like  things  you 
X  didn't  like  to  start  with,  and  there  are  teachers  who 
will  make  you,  in  the  long  run,  hate  the  studies  which 
you  loved  to  start  with.  What  is  the  psychology  of  this? 
This  lesson  is  to  furnish  the  answer.  It  all  depends,  speaking 
in  general,  upon  how  this  particular  teacher  treats  his  subject 
or  how  'he  presents  it;  it  depends  on  whether  he  is  a  positive 
or  a  negative  type.  If  he  is  a  good  teacher,  he  makes  you 
feel  it  is  his  belief,  his  life,  his  joy  to  teach  you  his  subject. 
If  he  makes  you  feel  that  you  are  going  to  profit  by  this  study, 
that  it  will  help  you,  in  the  long  run  at  least — be  sure  it  will — 
for  the  man  knows  his  subject  and  may  give  you  some  in- 
valuable information,  that  as  a  rule  comes  fro'm  the  man  who 
loves  his  work,  and  who  leaves  nothing  undone  to  gather  the 
facts  that  may  benefit  his  students.  If  he  fails  to  arouse  your 
interest,  he  is  either  indifferent  to  that  subject,  he  does  not 
know  what  'he  is  talking  about,  or  else  he  is  a  negative  type. 
If  so,  his  subject  materially  suffers. 

We  will  proceed  to  study  profile.  There  are  three  terms 
we  shall  use  and  three  only.  Altho  they  may  appear  in  any 
conceivable  combinations,  the  meaning  of  each  remains  un- 
changed. Thus  we  have  convexity  of  the  features,  concavity 
and  plain.  By  the  convex  we  mean,  that  it  is  as  the  line  on 


Why    You    Are    What    You    Are 


the  outside  of  the  circle  (See  Figs.  2  and  3 ) .  The  face  that  is 
drawn  on  the  circle  is  convex  and  slopes  at  the  forehead  and 
chin,  thus  making  the  pointed  appearance  of  the  convex  form. 


Oc 


PUin. 


Fig.    2 

Concave  means  as  on  the  inside  of  the  circle  (See  Fig.  2). 
It  appears  that  both  ends  of  the  face,  namely,  the  forehead 
and  chin  protrude  or  bulge  out  to  the  front.  The  plain, 
or  the  balance  between  the  two  above-mentioned,  is  midway 

10 


Why    You    Are    What    You    Are 


between  convexity  and  concavity,  and  partakes  of  both.  (See 
Fig.  2.)  The  supplemented  figures  should  give  an  idea  of  the 
appearance  of  these  types  to  the  eye  of  the  student.  We  shall 
give  the  meaning  of  the  three  presently.  Thus  convexity  de- 
notes and  stands  for  quickness  and  energy.  It  is  anything  but 
a  slow  type.  Point  by  point  let  us  study  convexity  as  it  may 


Fig.  3 
Extremely   Convex   or  The   Impulsive   Type. 

be  found  in  each  feature  of  the  face.  The  convex  or  sloping- 
back  forehead  denotes  a  practical  and  quick  thinker;  a  man 
who  wants,  first  and  fore'most,  facts.  Don't  feed  this  type 
on  beautiful  theories.  He  care  little  for  them.  Demonstrate 
truths  to  him  and  they  will  be  received.  He  uses  his  five 
senses  as  much  as  possible  and  leaves  little  to  conjecture  or 
guess.  He  must  be  shown,  to  be  really  convinced.  He  is 
practical;  matter-of-fact.  W'hatever  quality  he  possesses,  he 

11 


Why    You    Are    What    You    Are 


tries  to  apply  it  in  a  useful  rather  than  theoretical  way.  The 
perceptive  powers  of  a  convex  forehead  are  very  keen  and 
accurate.  That  is  what  the  convex  forehead  means. 

We  are  going  to  study  the  pure  types  first.  It  will  be 
all  convex  forehead,  eyes,  nose,  mouth  and  chin.  Then  con- 
cave forehead,  eyes,  etc.,  and  then  the  plain  forehead,  eyes, 
etc.  Thus  when  we  know  the  meaning  of  each  it  will  be  easy 
to  read  all  the  combinations  of  the  three  types  of  the  profile. 
Now  for  the  convex  eyes,  which  are  the  large,  bulging  eyes. 
They  are  easily  observed,  and  found  in  abundance  in  all 
classes  and  races  of  people.  The  larger  they  are,  the  surer 
you  should  be  that  they  are  very  convex.  Great  orators 
often  have  them.  Why?  This  is  the  answer: — The  brain, 
which  controls  the  speech  or  the  power  of  language,  is  located 
just  behind  the  eyes,  and  the  larger  the  brain  of  that  part,  the 
more  bulged  are  the  eyes.  So  it  is  very  simple  to  observe  and 
interpret  the  bulging  eyes.  The  small  or  the  concave  eyes 
stand  for  a  small  vocabulary,  altho  not  necessarily  poor 
speech,  for  altho  the  words  are  not  too  abundant,  the  force 
and  manner  of  speech  may  be  good  and  to  the  point.  Abra- 
ham Lincoln  made  very  short  speeches,  because  he  had  small 
or  concave  eyes,  yet  his  Gettysburg  address  is  one  of  the  mas- 
terpieces of  the  world's  greatest  oratory.  Roosevelt  had 
large  eyes,  so  has  Harding.  They  both  are  noted  for  long 
speeches  that  abound  in  rhetorical  figures.  The  plain  type  of 
eyes,  or  the  medium  large,  are  the  sign  of  a  moderate  speech, 
and  balance  between  the  two  others.  Neither  too  outspoken 
nor  too  non-committal.  The  balance  is  always  the  most  de- 
sirable in  every  way,  when  it  co'mes  to  character  interpretation. 

The  convex  nose  is  a  very  important  indication.  By 
convex  nose  we  mean  the  Roman,  or  the  nose  that  is  high  in 
the  bridge.  It  is  very  easily  observed  and  denotes  this : — An 

12 


Why    You    Are    What    You    Are 


ability  for  forceful  expression,  both  in  speech  and  action.  It 
is  an  indication  of  physical  and  mental  energy  due  to 
strong  and  active  lungs.  The  person  who  has  that  kind  of  a 
nose  is  a  deep  breather,  as  a  rule,  and  keeps  his  blood  suffi- 
ciently oxidized  to  supply  the  organism  with  proper  locomotive 
power.  Oxygen  is  the  source  of  all  locomotion.  It  makes 
the  locomotive  go,  and  it  makes  you  go.  The  greater  the 
capacity  for  air,  the  better  the  energy.  In  other  words,  the 
larger  the  nose,  and  the  more  convexity  in  the  nose,  the  better 
off  you  are.  Whatever  other  things  go  with  the  nose  that  is 
convex,  one  thing  is  especially  important,  and  that  is,  that  it 
denotes  positiveness  and  force  in  expression,  at  least  in  some 
one  definite  line.  If  a  'man  with  a  convex  nose  does  not  act 
the  way  he  should  according  to  the  above  description,  look 
for  the  modifying  or  the  contradicting  elements.  The  things 
that  usually  offset  convexity  are  a  narrow  head,  very  brunette 
color,  and  other  things  that  we  will  leave  for 'the  next  lesson. 
The  convex  mouth  is  also  very  interesting,  rather  fro'm 
a  physiological  standpoint  than  otherwise.  Now,  we  all 
know  that  the  mouth  is  the  beginning  of  the  digestive 
tract.  So  it  is,  primarily,  an  indication  of  the  way  people 
eat,  also  of  the  way  they  talk.  By  the  convex  mouth,  we 
mean  when  the  upper  set  of  teeth  overlap  the  lower;  or  when 
both  jaws  are  protruding  and  meet  in  a  bulged  fashion,  mak- 
ing a  bulging  mouth,  be  sure  it  is  a  convex  mouth.  (See  dia- 
gram.) There  are  all  kinds  of  degrees  of  convexity  in  the 
'mouth — very  convex,  medium  and  tending  to  convex.  This 
also  holds  true  about  the  forehead,  eyes  and  the  nose.  Con- 
vexity of  the  mouth  means  quickness  in  speech  and  action,  such 
as  writing,  walking,  eating,  etc.  If  this  tendency  of  quickness 
in  every  respect  is  not  deliberately  controlled  and  looked  after, 
a  person  is  liable  to  become  sarcastic,  impatient,  outspoken, 

13 


Why    You    Are    What    You    Are 


quick  in  temper  and  even  erratic.  The  special  point  to  the 
student  in  this  connection  is  this — be  sure. to  watch  the  eating 
process  of  such  a  mouth.  People  are  very  careless  in  the  way 
they  chew  their  food,  and  the  time  they  take,  or  rather  don't 
take,  if  they  have  such  a  mouth.  They  are  in  a  hurry,  as  a 
rule,  and  take  but  a  few  minutes  to  eat.  That  often  gives 
them  indigestion  because  their  food  is  not  masticated  properly, 
and  as  "the  stomach  has  no  teeth,"  it  is  put  out  of  order  by 
such  carelessness.  This  often  makes  people  dyspeptic,  and  as 
a  result  they  beco'me  very  disagreeable  and  grouchy.  Physi- 
cal trouble  reacts  on  their  temper  and  renders  them  un- 
desirable companions.  All  that  can  be  cured — if  it  has  not 
gone  too  far — by  taking  the  proper  measures  which  are  above 
suggested.  If  no  trouble  has  yet  started,  but  the  indications 
are  in  that  direction,  one  should  see  to  it  that  this  fault  does 
not  put  one  in  the  class  of  those  who  are  "far  gone."  This 
mouth,  however,  is  found  to  be  an  indication  of  frankness  and 
sincerity.  Often  great  speakers  have  convex  mouths,  and 
other  people  who  are  occupying  platforms,  such  as  actors  and 
readers  especially.  Politicians,  preachers,  teachers  and  all 
who  by  word  of  mouth  spread  good  or  bad  news  partake 
largely  of  this  feature.  One  other  trait  invariably  goes  with  a 
convex  mouth,  that  is  impulsiveness,  and  unless  it  is  counter- 
balanced by  the  other  variables,  it  should  be  strongly  guarded, 
else  one  is  liable  to  act  on  the  spur  of  the  moment  and  very 
often  'make  a  fool  of  'himself.  (See  illustration  of  convex 
mouth,  Fig.  2.) 

The  chin  is  an  unmistakable  indication  of  the  heart  ac- 
tion. It  is  not  exactly  known  why  the  chin  should  be  an  indi- 
cation of  the  circulation  of  the  blood,  but  it  is.  However,  by 
numerous  observations  it  has  been  proved  that  the  weak  and 
receding,  or  convex  chin  denotes  a  somewhat  excitable  heart 

14 


Why    You    Are    What    You    Are 


and  a  lack  of  physical  courage  as  a  result  of  it.  The  man 
who  has  weak  heart  action  is  timid  and  often  afraid  of  people 
and  things.  Besides,  convexity  of  chin  is  associated  with  an 
excitable  nature,  impulsiveness  in  speech  and  action,  and  often 
causes  its  possessor  to  act  before  thinking  and  to  be  sorry 
afterwards.  In  short,  it  means  lack  of  deliberation  in  action. 
The  chin,  in  a  general  sense,  points  out  the  ability  in  a  per- 
son to  "absorb  the  shocks"  and  stand  the  "bumps  of  life's 
rough  road."  Those  who  have  convex  chins  (See  Fig.  2) 
should  deliberately  watch  themselves  for  impulsiveness, 
and  action  on  the  spur  of  a  moment.  That  is  the  weak  point 
in  their  nature,  and  with  a  little  practice  they  will  be  able  to 
control  themselves.  There  is,  one  might  say,  a  good  point, 
for  every  bad  one.  So  it  is  with  a  convex  chin.  When  it 
comes  to  swiftness  of  action,  you  must  give  the  laurel  to  the 
person  with  a  convex  chin.  He  likes  to  hurry,  and  often  is 
indispensable  in  an  emergency.  He  stands  ready  to  act  on  a 
minute's  notice.  So  when  in  a  hurry,  don't  be  alarmed;  find 
the  man  with  the  convex  nose  and  chin  and  he  will  see  any 
emergency  through.  These  persons,  however,  are  very  hard  to 
manage,  as  they  often  are  explosive  and  erratic.  The  best 
way  to  control  them  is  by  being  unruffled  and  keeping  calm. 
They  will  feel  your  attitude  and  calm  down,  too. 

In  life  it  is  best  for  convex  and  concave  persons  to  as- 
sociate. As  a  rule  they  get  along  nicely  together.  There  is 
seldom  any  inharmony  between  the'm,  as  one  is  always  bound 
to  keep  cool  when  the  other  gets  excited.  Both  of  them  sel- 
dom go  on  a  rampage  at  the  same  time,  for  it  takes  two  to 
make  a  quarrel.  For  the  same  reason  blondes  and  brunettes 
get  along  better,  being  the  complimentary  opposites.  Too 
much  likeness  or  too  much  difference  is  not  desirable. 

By  systematic  and  gradual  endurance  of  exercises,  one 

15 


Why    You    Are    What    You    Are 


can  develop  a  powerful  heart  action  and  thereby  counteract 
the  influence  of  the  chin.  It  can  be  done  by  strenuous  though 
enjoyable  play,  such  as  skating,  tennis,  swimming  and  other 
out-of-door  recreations.  Deep  breathing  and  the  mainte- 
nance of  a  resolute  mental  attitude  also  are  indispensable. 

In  opposition  to  pure  convex  type  we  have  the  pure  con- 
cave type.  (See  Fig.  3.)  The  face  is  built  on  the  inside  of  the 
circle,  and  the  meaning  of  concave  features  is  as  follows: 
Concave  forehead  denotes  theoretical  and  philosophic  mind, 
slow  and  deliberate  in  thinking,  and  often,  on  account  of  that, 
acts  first  and  thinks  afterwards.  This  forehead  belongs  to  a 
reasoner,  analyst,  and  a  person  who  wants  all  the  details  and 
reasons  possible.  He  is  not  so  practical  and  therefore  loves 
the  abstract,  philosophic  and  artistic. 

The  concave  eyes,  as  we  have  already  stated  in  connec- 
tion with  Abraham  Lincoln,  denote  the  gift  of  moderate  lan- 
guage ability,  and  qualify  one  to  be  a  better  listener  than  a 
talker. 

The  concave  nose  is  just  the  reverse  of  the  convex  nose. 
It  denotes  a  shallow  breather,  unless  modified  by  high  cheek- 
bones, as  in  the  Japanese  types.  This  nose  bespeaks  a  nega- 
tive, easy-going,  mild  nature,  not  much  of  a  fighter  or  leader. 
No  matter  what  the  other  indications  may  be,  this  type  is 
somewhat  negative  and  submissive.  The  more  concavity  that 
is  shown  in  the  nose,  the  more  pronounced  are  the  mental 
traits  above  ascribed  to  it. 

The  concave  mouth,  however,  is  an  excellent  indication. 
It  stands  for  a  perfect  digestion  and  assimilation  of  food.  A 
good  nature,  as  a  rule,  goes  with  the  concave  mouth. 

The  concave  chin  is  a  desirable  feature,  and  shows  strong 
will,  physical  endurance,  courage,  and  an  ability  to  accomplish 
things.  It  also  denotes  deliberation  in  action,  patience,  good 

16 


Why    You    Are    What    You    Are 


nature  and  persistence.  From  a  physiological  standpoint,  it 
is  a  sign  of  normal  circulation  of  the  blood,  strong  heart,  and 
excellent  assimilation  of  food.  Among  other  things,  a  strong 
concave  chin  is  a  sure  indication  of  tremendous  will-power. 

The  plain  forehead  stands  for  moderate  reason  and  prac- 
ticality— the  type  that  is  neither  too  practical  nor  too  philo- 
sophic. 

The  medium  or  plain  eyes  mean  moderation  in  speech 
and  linguistic  powers.  A  plain  nose  is  also  an  indication  of 
energy  that  is  not  too  great  or  too  dynamic  in  application.  A 
person  with  a  plain  or  straight  nose  may  be  energetic  without 
being  too  positive  or  too  e'mphatic  in  speech  and  action. 

The  plain  mouth  is  a  good  indication;  it  shows  an  ability 
of  speech  without  being  erratic  or  sarcastic.  A  plain,  strong 
chin  is  a  favorable  sign.  The  meaning  is  good  will  balanced 
by  common  sense;  a  decisive  nature  also  goes  with  it.  Too 
much  concavity  in  the  chin  may  mean  too  great  a  deliberation, 
therefore,  lack  of  action.  The  plain  chin  is  the  most  desir- 
able face,  for  it  shows  good  heart  action,  courage,  determina- 
tion, and  a  readiness  to  act  in  any  emergency.  (See  Fig.JL-)1 


17 


CHAPTER  THREE 

Size. 

HEIGHT  and  weight  have  a  good  deal  to  do  with  the 
temperament  of  a  man,  especially  with  the  power  of  ex- 
pression and  action. 

There  are  really  three  distinct  types  in  regard  to  size : — 
Large,  medium  and  small.  That  of  5  feet  6  inches  in  height 
we  shall  call  medium.  Above  that  we  shall  call  large,  and 
below  that  we  shall  call  the  s'mall  size.  Now,  these  figures 
are,  of  course,  an  approximate  estimation,  but  they  will  help 
to  a  tremendous  degree  if  used  judiciously.  Size  has  very 
much  to  do  with  the  "behavior"  of  an  individual,  and  may  be 
a  key  to  his  way  of  activity,  endurance,  speed,  responsiveness, 
recuperation  or  any  other  mode  of  expression;  His  emotions 
are  also  effected  by  size.  For  example,  the  small-sized  man 
gets  angry  quickly,  but  he  gets  over  it  quickly,  too.  He  is  not 
as  dangerous,  therefore,  for  he  may  do  a  lot  of  fussing  over 
nothing,  and  soon  subside.  On  the  other  hand,  a  large-sized 
person  takes  his  time,  but  once  started — well,  he  will  "move 
mountains.  It  is  better  to  let  a  large  man  alone  when  he 
is  angry.  He  may  conduct  himself  in  a  manner  that  he  will 
regret  later  on.  So  when  this  type  starts  a  toboggan  slide,  it 
is  the  best  policy  to  give  him  the  right  of  way.  Tackle  him 
on  the  side,  but  avoid  meeting  him  abreast,  for  he  will  crush 
the  life  out  of  you,  metaphorically  speaking.  There  is  a  place 
for  both  of  these  types,  however.  Let  us  see: — Small-sized 
people,  in  general,  are  quicker  in  te'mper  and  action.  They 

18 


You    Are    What    You    Are 


are  like  the  convex  type,  easily  inflamed  and  easily  extinguished. 
They  get  angry  quickly  and  get  over  it  quickly.  The  large- 
sized  man  acts  just  the  opposite — slow  to  start,  but  when  once 
going,  develops  tremendous  power  and  is  not  easily  stopped. 
He  should  be  left  alone  in  that  case. 

The  little  comparison  that  was  offered  to  me  by  one  of 
my  students  will  help  a  little  to  better  understand  those  who 
are  mechanically  inclined. 

The  predominant  characteristic  of  a  person  of  large 
proportions  is  slowness — manifesting  itself  in  deliberate 
movements,  in  indolence  of  mind,  in  a  gradual  arousing  of 
anger.  The  opposite  physical  type  is  usually  quick — both 
mentally  and  physically — often  impatient  and  possesses  a  pre- 
carious temper.  The  intensity  of  this  slowness  and  quick- 
ness is  proportional  to  the  respective  sizes  of  the  types  ana- 
lyzed. In  the  case  of  the  large  person — all  of  his  energy  is 
converted  into  mass,  thereby  his  velocity  is  decreased;  in  the 
s'mall,  energy  to  a  greater  or  less  extent,  manifests  itself  in 
rapidity  of  movement.  Thus,  let  M  equal  the  mass  of  the 
large  type,  and  v  his  speed;  likewise  let  m  equal  the  mass 
of  the  small  type,  and  V  his  speed.  Now  Mv  equals  mV. 
If  the  mass  is  reduced,  the  speed  must  be  increased  in  order 
that  they  may  become  equal.  The  same  is  true  of  the  in- 
verse ratio. 

The  Physique  has,  of  course,  much  to  do  with  the  charac- 
ter. A  bad  state  of  health  im'mediately  affects  the  disposi- 
tion of  the  person,  hence  the  saying,  "A  healthy  mind  in  a 
sound  body."  There  is  mental  and  physical  reaction  all  the 
time.  It  is  just  as  important  to  maintain  physical  hygiene  as 
mental,  for  both  are  inseparable.  So  much  for  the  size. 

Of  course  the  medium  size  is  the  most  desirable.  It  is 
characterized  by  a  person  neither  too  slow  nor  too  fast;  just 

19 


Why    You    Are    What    You    Are 


about  right,  other  things  being  equal.  In  Character  Analysis 
everything  should  be  taken  into  consideration.  Judging  by 
one  thing  will  never  do, — for  everything  about  a  person  be- 
speaks his  character  and  to  neglect  some  one  point  means  to 
fail  in  an  analysis.  There  is  no  contradiction  of  character 
if  you  know  the  necessary  different  steps.  I  have  invariably 
found  that  you  can  logically  explain  any  apparent  contradic- 
tion. If  you  are  dealing  with  a  pathological  case  then  it  is 
different,  but  if  a  person  is  normal  and  yet  fails  to  get  into  the 
niche  where  he  apparently  belongs,  don't  give  up  until  you 
find  what  is  the  trouble  and  why. 


20 


CHAPTER    FOUR 

On  Structure  Or  What  You  Are  Best  Fitted  For. 

THE  shape  of  the  head  and  face  are  the  two  principal 
factors  in  determining  a  person's  vocational  aptitudes. 
In  this  case,  two  things  are  especially  important — 
namely,  in  what  proportion  is  your  head  in  relation  to  your 
entire  body;  and  does  your  face  resemble  a  circle,  triangle  or  a 
square?  More  keys  can  be  found  to  the  vocational  aptitudes, 
but  the  above-mentioned  are  the  most  simple  and  common. 
These  three  facial  proportions  are  found  in  all  combinations; 
that  is,  any  one  may  predominate  or  any  two  may  do  so,  or 
all  three  may  be  well-balanced.  We  shall  consider  the  mean- 
ing of  each  separately,  and  then  it  will  be  easy  to  explain  any 
possible  combination  of  the  three.  We  shall  start  with  the 
triangular  face,  or,  as  it  is  known  in  this  Science,  the  mental 
type;  the  thinker  of  all  kinds.  The  outstanding  feature  of 
this  type  is  that  the  head  seems  too  large  for  the  body.  It  has 
the  triangular  appearance,  including  the  forehead;  the  face 
runs  to  a  cone  at  the  chin,  and  is  very  wide  at  the  top  and 
above  the  eyebrows.  The  whole  head  looks  like  a  pear, 
large  side  up.  (See  Figs.  4  and  5.)  The  other  features  that 
usually  go  with  this  type  are  small  hands  and  feet  (we  are  now 
considering  the  "pure"  types  only),  medium  or  fine  texture,  and 
medium  or  small  size.  The  habits  noticed  in  this  type  from 
very  childhood  up  are: — Love  for  books,  absentmindedness, 
abhorrence  of  manual  labor,  talkativeness,  love  for  stories 
and  pictures,  negligence  of  physical  exercise,  and  a  tendency  to 

21 


Why    You    Are    What    You    Are 


under-eat.  This  type  'must  be  encouraged  to  take  physical  exer- 
cise and  food  regularly.  Of  course,  this  type  comprises  the 
rank  and  file  of  the  mental  workers,  from  the  most  intellectual 
— Shakespeare,  down  to  the  ordinary  clerk.  It  may  be  far 
from  being  literary  or  in  the  so-called  writing  sphere ;  however, 
it  is  always  in  the  realm  of  mental  work.  In  business,  this  type, 


Fig.  4 
The  Pure  Mental  Type 


Fig.  5 
The    Pure    Mental   Type 


possibly,  is  an  advertising  manager, — "The  brains  of  the  con- 
cern." He  cares  little  for  manual  labor  and  spends  his  time 
in  much  reading.  This  should  not  be  allowed  to  go  too  far, 
at  the  expense  of  energy  and  vitality,  for  as  a  rule  the  result 
is  disastrous.  During  childhood  is  the  time  to  start  this  type 
on  the  right  track.  Education  in  this  case  is  the  most  essen- 
tial, for  without  it  this  type  is,  as  a  rule,  condemned  to  a  great 

22 


Why    You    Are    What    You    Are 


tragedy.  No  'more  nor  less  than  tragedy !  It  is  real  hell 
for  a  mental  type  to  earn  his  living  as  a  common  laborer,  and 
it  is  no  wonder  that  sixty-five  per  cent,  of  the  inmates  of  our 
jails  belong  to  this  uneducated  mental  type,  which  through 
circumstances,  or  misunderstanding  on  the  part  of  parents  and 
teachers,  have  been  sent  there.  Most  of  them  might  have 


Fig.  6 
Pure  Motive  Type 


Fig.  7 
Pure  Motive  Type 


been  very  useful  citizens  if  they  had  been  educated  in  time. 
The  present  day  educational  and  sociological  conditions  are 
to  blame.  It  is  possible  to  write  a  book  on  this  topic  alone. 
Parents  should  see  that  their  mentally  strong  children  should 
be  saved  perhaps  twenty-five  years  in  prison,  by  striving  for  a 
real  understanding  of  the  children's  tendencies.  The  future 
depends  upon  the  early  start.  "As  the  trend  so  the  end." 

23 


Why    You    Are    What    You    Are 


Besides  the  mental  type,  we  should  know  all  about  the 
motive  or  "The  man  of  action"  type.  This  type  can  be  easily 
discerned  by  the  face,  which  resembles  a  square  (See  Figs.  6,  7 
and  8 ) .  Also,  with  the  squareness  of  the  face  usually  go  large 
hands  and  feet  and  a  powerful  build  in  general.  The  entire 
head  appears  somewhat  too  small  for  the  body.  These  are  the 
main  indications  of  "The  man  of  action"  type  and  as  sure  as 
fate,  this  type  should  be  able  to  do  some  active  work.  His 


Fig. 
Pure  Motive  Type 

mental  capacity  as  a  rule  determines  the  trend  of  his  choice  of 
activity.  Also,  his  color  has  considerable  to  do  with  it.  For 
example,  a  man  is  blonde,  and  is  motive,  mental,  vital.  He 
may  be  an  engineer,  a  traveling  sales'man  or  a  chauffeur.  If 
his  mentality  has  no  particular  originality,  but  only  manifests 
itself  in  a  good  control  of  his  powerful  body  and  muscles,  then 
he  may  be  a  great  athlete.  The  keynote  of  this  type,  na'mely 
— the  pure  motive  type — is  activity  and  lots  of  it.  Monot- 
onous, inactive  drudgery  kills  this  type  very  rapidly,  and 
causes  all  sorts  of  trouble.  This  is  often  called  the  out-of- 
door  type. 

24 


Why    You    Are    What    You    Are 


In  doing  anything  or  settling  a  dispute,  this  type  resorts 
primarily  to  his  physical  strength,  of  which  he  has  an  abun- 
dance. It  is  a  very  interesting  study.  For  this  type,  as  the 
rest  of  them,  'has  a  great  function  to  perform.  All  the  men 
who  are  engaged  in  building  or  construction  are  secured  from 
this  type;  also  generals,  captains  of  industry,  racers,  explorers, 
travelers,  actors,  athletes,  etc.,  have  the  motive  side  of  their 
natures  unusually  well  developed.  With  a  little  practice  one 
cannot  fail  to  point  out  the  pure  motive  type :  —  First,  of 
course,  by  his  physical  appearance;  second,  by  the  fact  that  he 
expresses  at  every  turn  his  love  of  activity. 

This  is  the  law.  Man  uses  most  those  powers  and  tal- 
ents which  are  inherited  or  developed  to  a  high  degree.  It 
applies  to  every  human  being  as  well  as  to  the  animal  world. 
If  man's  greatest  power  is  intellect,  he  naturally  will  most 
often  show  that.  If  he  is  physically  powerful  he  will  manifest 
that  most  frequently,  and  so  on.  In  the  animal  world  it  is 
the  same.  The  deer  depends  on  his  legs  for  survival,  so  they 
are  used  more  often.  The  lion  depends  for  his  survival  on 
his  powerful  paws  and  teeth,  so  he  does  not  run  habitually 
from  other  animals,  but  attacks  them  with  his  teeth,  and  wins 
by  using  the  strength  of  his  nature. 

The  other  day  I  'met  a  gentleman  who  was  a  pure  mental 
type  and  a  blonde  as  well.  We  were  in  a  jolly  mood  and 
each  was  trying  to  display  his  different  mental  capacities. 
This  particular  man  was,  by  the  very  nature  of  things,  given 
to  solving  different  charades,  puzzles  and  numerical  or  arith- 
metical problems,  and  sure  enough,  he  started  to  give  all 
kinds  of  problems  to  solve  which  required,  in  the  majority  of 
cases,  nothing  but  a  peculiar  twist  of  the  mind  to  find  the  trick 
that  would  reveal  the  whole  secret  of  the  contest.  It  simply 
means  that  all  of  us  inherit  some  traits  that  are  stronger  than 

25 


Why    You    Are    What    You    Are 


others,  and  if  we  but  knew  what  they  are,  the  struggle  for 
existence  would  be  an  easy  task  indeed,  as  we  all  have  the 
power  to  do  one  thing  well  and  can  enjoy  ourselves  in  doing  it. 
When  one  is  doing  the  right  thing,  time  flies,  and  as  a  rule 
so'mething  is  accomplished.  They  say  in  Europe: — "Any 


Fig.  9 
Pure  Vital  Type 


Fig.  10 
Pure  Vital  Type 


line  of  work  will  yield  to  mastership."  All  is  possible  to  him 
who  can.  In  this  connection  read  the  poem  of  Sam  Walter 
Foss— "The  Shape  of  the  Skull"— in  which  he  shows  the  fu- 
tility of  an  attempt  to  do  the  "wrong"  thing,  meaning  that  for 
which  one  is  not  particularly  adapted. 

The  Vital  or  "Let  George  do  it"  type  is  recognized  by 
the  round  face,   (See  Figs.  9  and  10)  corpulent  body,  plu'mp 


Why    You    Are    What    You    Are 


neck,  double  chin  and  fat  fingers.  The  key-note  is  good  nature 
and  plumpness.  This  is  the  born  manager  who  makes  the 
mental,  motive  type  "go."  He  has  usually  contrived  to  ac- 
quire material  wealth  by  use  of  his  good  judgment  of  values, 
and  then  he  starts  the  rest  moving  by  putting  up  the  capital 
and  enlisting  the  co-operation  of  the  other  types — first,  by 
his  money,  and  second,  by  his  good  humor.  People  are 
willing  to  work  for  or  with  him,  because  he  is  always  good 
tempered,  jolly,  pleasant,  and  has  an  excellent  and  impartial 
judgment.  He  is  never  in  a  hurry  and  makes  one  feel  "at 
home"  anytime — anywhere.  That  invariably  makes  a  favor- 
able impression  on  people.  The  above  is  the  real  secret  why 
this  type  has  the  easiest  job  of  the  three.  It  is  no  secret  at 
all  but  the  natural  result  of  good  nourishment  and  a  healthy 
constitution. 

Of  course,  we  often  find  the  vital  type  an  ordinary  la- 
borer. But  in  the  majority  of  cases  of  this  kind,  he  is  vital 
motive,  whereas  the  'managing  type  is  mental  vital  or  vital 
mental  type.  In  other  words,  he  must  have  brains  in  every 
case  when  he  comes  in  contact  with  people  and  when  sound 
thinking  is  demanded  of  him.  Quality  of  mind,  as  well  as 
quantity,  counts.  The  great  combination  of  vital  mental  type 
qualifies  one  to  be  at  the  head  of  a  big  business.  The  small 
combination  of  the  vital  mental  makes  hi'm  an  ordinary  res- 
taurant proprietor  or  store-keeper.  The  fallacy  of  this  type 
is  his  over-indulgence  in  too  much  eating  and  sleeping,  neg- 
lect of  physical  exercise,  and  lack  of  restraint  in  appetites 
and  passions.  This  type  can  often  be  recognized  in  early 
childhood,  and  should  be  encouraged  to  exercise  and  study, 
as  he  is  inclined  to  neglect  both.  The  digestive  system  seems 
to  be  paramount  and  so  influences  the  whole  man's  character. 

27 


Why    You    Are    What    You    Are 


The  strongest  instinct  rules  if  not  controlled  by  will  and  rea- 
son. 

The  strong  points  of  this  type  are  many,  but  especially 
dominant  is  the  power  of  recuperation.  Often  this  type  can 
work  many  hours,  and  then,  with  only  an  hour's  rest,  resume 
his  labors.  The  recuperative  and  assi'milative  powers  are  un- 
usually developed.  Good  nature  and  good  judgment  are 
often  virtuous  characteristics.  Willia'm  Howard  Taft  and 
Grover  Cleveland  are  good  examples  of  this  vital  mental  mo- 
tive type.  (For  balanced  type  in  structure  see  Fig.  1.) 


28 


CHAPTER  FIVE 

Lesson  On  Texture,  or  How  To  Handle  Others 

F  I  ^HERE  is  a  certain  method  of  approach  to  every  person, 
_£.  and  the  ability  to  establish  a  point  of  contact  with  people 
is  of  great  importance  in  human  relationship.  To  do 
that,  one  must  know  the  other  fellow's  "hobbies,"  or  the 
"weak  spots."  Once  you  find  this  point,  the  rest  is  assured. 
We  shall  explain  how  it  is  done  in  this  chapter.  It  is  by  obser- 
vation of  the  texture  of  a  person,  and  by  texture  we  mean  the 
skin,  hair  and  finger  nails.  There  are  all  sorts  of  textures  in 
different  people.  Some  have  fine  textures,  some  coarse,  and 
some  the  happy  medium.  According  to  the  study  of  differ- 
ent inanimate  things,  we  find  that  many  of  them  are  comprised 
of  the  same  substance,  but  are  very  unlike  because  of  the  com- 
binations that  differentiate  them  in  texture.  This  is  true  in 
the  animal  world  as  well.  For  an  example  take  two  horses — 
the  thoroughbred  and  the  draft  horse.  The  first  thing  that 
will  attract  your  attention  is  the  difference  in  their  texture — 
the  silky  hair  of  one  and  the  coarse  thick  hair  of  the  other; 
take  again  the  Angora  cat  and  the  back-alley  cat.  Notice  the 
difference  in  the  texture;  compare  the  Scotch  terrier  with  a 
Pomeranian  dog.  Let  us  now  see  how  people  vary  in  tex- 
ture, and  how  it  can  be  applied  to  their  characters. 

MEANING  OF  FINE  TEXTURE  IN  MAN 

In  observing  texture  one  should  never  forget  the  rule 
that  everything  counts.     There  are  variations  in  texture  in 

29 


Why    You    Are    What    You    Are 


the  same  person.  Thus,  the  hair  may  be  very  fine  and  thin, 
whereas  the  skin  may  be  rough  and  thick.  In  observing  this 
important  phase  of  Character  Analysis,  care  should  be  taken 
in  examining  the  texture  of  the  hair,  nails  and  skin.  Abra- 
ham Lincoln  had  very  fine  hair  on  his  head,  but  very  coarse 
hair  on  his  chin.  His  hands  were  large  and  rough,  and  he 
was  kind,  responsive,  sympathetic,  but  energetic  and  virile. 

It  is  helpful  for  a  student  to  get  a  micrometer,  which 
enables  one  to  make  a  more  exact  estimate  of  texture.  After 
that  texture  can  be  judged  almost  instantly.  We  will  now 
consider  the  meaning  of  different  textures.  We  shall  start 
with  the  very  fine,  and  conclude  with  the  very  coarse. 

VERY  FINE  TEXTURE 

(See  Fig.  n) 

When  one  has  very  thin,  fine  hair,  skin  and  finger  nails, 
it  should  be  understood  that  person  possesses  to  a  marked 
degree  refinement  of  temperament.  The  persons  of  fine  tex- 
ture are  very  artistic,  inclined  to  be  very  responsive,  keen  and 
alert,  and  if  extremely  fine  in  texture  suffer  from  being  hyper- 
sensitive. Once  they  understand  their  nature,  it  is  an  easy 
task  for  them  to  overcome  their  hyper-sensitiveness,  which, 
in  the  final  analysis,  is  nothing  but  an  expression  of  hasty  judg- 
ment. In  reality,  no  one  can  or  will  be  hurt  if  he  refuses 
to  be  hurt.  One  can  do  it  either  by  rising  above  it,  or  by 
si'mply  letting  it  go  unnoticed.  A  big  mind  has  no  time  to 
pay  any  attention  to  the  mediocre  or  the  trivial  things.  The 
wagon  hitched  to  a  star  is  above  the  noise  of  the  crowd.  We 
find  people  with  fine  texture  in  the  following  occupations : — 
Art,  Science,  Religion.  They  may  be  financiers,  actors, 
writers,  painters,  orators,  educators,  inventors,  and  platform 


You    Are    What    You    Are 


workers  of  all  kinds.  A  man  may  be  powerfully  built,  he 
'may  have  the  ability  to  make  good  as  an  organizer  in  some 
business;  but  if  out  of  his  element  there  we  may  find  him 
working  instead  as  a  minister  or  running  for  senator.  In 
other  words,  fine-textured  men  prefer  to  be  with  people  rather 


Fig.  ii 

Head    of    a    Prominent    Sculptor,     P.     Bryant 

Baker,   Showing  in  a   Middle   Division 

Great    Creative    Imagination. 

High  Wide  Head. 

than  among  inanimate  things.  They  are  keen  to  criticize  and 
praise.  They  feel  how  their  work  takes.  In  this  connec- 
tion, the  study  of  the  portraits  of  the  world's  artists  and 
musicians  is  worth-while.  Fine  texture  makes  people  belong 
to  the  type  that  appreciates  art  and  beauty,  and  resents  vul- 
garity, coarseness  and  roughness.  Harsh  treatment  of  this 

31 


Why    You    Are    What    You    Are 


type  should  never  be  employed.  A  gentle,  polite,  sympathetic 
attitude  wins  their  co-operation  and  favor.  This  type  is 
often  very  sensitive  and  dynamic.  The  most  dynamic  type 
known  is  one  that  is  blonde  in  color,  convex  in  form,  mental 
motive  or  motive  mental  in  structure,  s'mall  or  medium  in 
size,  fine  in  texture  and  with  a  wide  head.  Once  in  a  great 
while  you  meet  a  type  like  this.  Remember  it  is  human  T. 
N.  T.  Be  tactful  in  handling  the  sort  of  person  just  de- 
scribed. 

Extremely  fine  texture  is  not  the  most  desirable.  It 
makes  one  too  responsive  and  sensitive.  However,  one  can 
"roughen"  his  texture  and  somewhat  change  the  character 
by  out-of-door  exercise  such  as  swimming,  diving,  running, 
tobogganing,  walking,  riding,  rowing.  One  can  either  coarsen 
or  refine  his  texture,  as  desired. 

COARSE  TEXTURE 

Coarse  texture  in  reality  denotes  just  the  opposite  of 
the  fine  texture.  It  is  an  indication  of  virility,  energy,  vim, 
endurance,  activity,  and  an  ability  to  endure  hardships.  Peo- 
ple of  this  texture  are  not  usually  afraid  of  work,  no  matter 
how  rough  and  tiresome  it  may  be.  Neither  do  harsh  sur- 
roundings daunt  them.  They  are  invincible  to  adverse  con- 
ditions or  climate.  However,  they  lack  adaptability,  refine- 
ment and  tact;  often  are  very  blunt  and  too  independent; 
therefore,  they  need  to  be  more  tactful,  diplomatic  and  con- 
siderate of  others.  Their  speech  must  be  guarded,  lest  it 
may  be  harmful  to  a  sensitive  type.  This  type  is  engaged  in 
all  sorts  of  heavy  and  coarse  work,  according  to  the  capacity 
of  the  mind.  Whatever  the  line  may  be,  there  is  always 
that  ele'ment  of  virility,  strength  and  roughness.  Very  often 
hard  consistency  goes  with  the  coarse  texture,  but  the  student 

32 


Why    You    Are    What    You    Are 


should  not  consider  it  the  rule,  but  rather  the  exception.  At 
the  end  of  this  chapter  a  scale  of  texture  will  be  given  to  make 
it  more  definite  by  sub-division. 

We  find  that  coarse-textured  people  prefer  to  work  out- 
of-doors,  with  plenty  of  activity  and  freedom.     As  we  said, 


tig.    12 

Prominent    Brows    and    Large    Eyes    of    a 

Lecturer     Showing     Memory     for 

Facts     and     Words. 

Coarse  Hair. 

this  type  is  most  independent,  and  will  fight  back  if  driven 
by  force ;  may  be  easily  led  and  often  pushed  ahead,  but 
should  never  be  antagonized.  If  antagonized,  a  great  deal 
of  stubbornness  and  fight  will  be  the  result.  Being  very  ener- 
getic makes  for  impatience  and  bluntness.  If  this  type  has 
a  wide  short  head,  often  he  is  very  radical  and  seeks  reforms 

.  33 


Why    You    Are    What    You    Are 


by  revolution.  Examination  of  some  of  the  leading  reform- 
ers and  revolutionary  leaders  shows  us  this  beyond  a  doubt. 
Danton,  Carl  Marx,  Bebel,  Maxim  Gorky,  Gompers  and 
'many  other  radical  leaders  are  good  examples. 

Texture  can  easily  be  studied  both  in  a  person  and  in 
a  picture.  Change  of  character  toward  finer  sentiments  al- 
ways makes  texture  more  refined.  In  fact,  texture  is  per- 
haps the  easiest  thing  to  change  with  the  variation  of  one's 


Fig.  13 

Gen.    Collins.     Wide    Headed    Aggressive 
Brunette  Type 

mental  trend,  but  of  course  one  should  start  from  within. 
Character  moulds 'the  expression  of  your  face,  shape  of  your 
face,  and  proportion  of  your  head.  Your  character  is  the 
thing.  It  isn't  the  shape  of  your  face  or  head  that  makes  you 
what  you  really  are,  but  rather  your  character. 

34 


Why    You    Are    What    You    Are 


A  coarse-textured  person  (See  Figs.  12  &  13)  is  not 
adverse  to  coarse  language,  providing  it  is  not  an  insult. 
Treat  him  vigorously  but  justly,  slap  him  on  the  shoulder 
as  hard  as  you  can  in  a  congenial  spirit,  and  he  will  like  it. 
Show  him  you  don't  mind  his  rudeness  and  he  will  "work 
his  head  off"  for  you.  Don't  offer  him  niceties;  he  doesn't 
care  for  fancy  things.  Give  hi'm  that  which  is  strong,  durable 
and  serviceable.  Keep  him  busy,  and  leave  him  alone  while 
he  is  working.  Use  plain,  "straight  from  the  shoulder" 
language  and  do  not  harp  on  his  sentiments.  He  is  any- 
thing but  sentimental.  Appeal  to  his  practical,  mater-of-fact 
nature.  With  a  little  observation  this  type  can  be  easily 
managed.  Be  firm  and  just,  but  dignified,  and  he  will  re- 
spect you. 

Bluntness  in  speech  and  action  is  very  natural  to  this 
type,  therefore  should  not  be  taken  too  seriously.  The  bark, 
as  a  rule,  is  not  as  dangerous  as  the  bite.  The  coarse  type 
doesn't  know  any  better,  and  admits  it  too.  "Hard  work" 
should  be  his  middle  name.  Explorers,  navigators,  generals 
and  constructors  of  big  things  are  often  recruited  from  this 
type.  Study  pictures  of  Ernest  Shackleton,  Roald  A'mundsen, 
Commodore  Perry,  Generals  Joffre,  Haig,  Foch  and  many 
others.  They  all  have  coarse  texture.  Summarized  it  means 
ability  to  endure  hardships  of  all  kinds. 

MEDIUM  TEXTURE 

(See  Fig.  14) 

Medium  texture,  of  course,  is  the  most  desirable.  It 
enables  one  to  be  artistic  and  love  beauty,  without  being  too 
sensitive  or  too  responsive.  This  type  can  be  very  consider- 
ate and  adaptable,  and  can  do  hard  work  if  necessary,  without 

35 


Why    You    Are    What    You    Are 


going  to  either  extreme.  Naturally,  medium  texture  is  an 
indication  of  mental  and  physical  vigor  with  enough  adaptabil- 
ity to  suit  the  situation.  Herbert  Hoover  is  here  a  good 
example,  and  besides,  he  is  balanced  also  in  'mental  motive 
vital  combinations  of  the  structure. 

The  most  essential  need  of  man  in  life  is  to  be  able  to 


Fig.  14 
Great  Energy 

adapt  and  change  himself  according  to  his  environment  and 
surroundings.  We  cannot  change  the  world  to  suit  ourselves, 
but  if  we  but  wish  to  do  so  we  can  change  ourselves  to  suit 
the  world.  To  sum  up: — The  fine-textured  type  feels  very 
keenly,  whereas  the  coarse-textured  type  is  not  sensitive  at 
all.  The  medium  type  feels,  but  controls  that  feeling,  and 
gets  the  best  of  the  situation.  He  is  a  diplomat.  We  shall 

36 


Why    You    Are    What    You    Are 


see  that  there  are  other  indications  of  being  diplomatic. 
Understanding  the  meaning  of  the  law  of  texture  will  help 
the  student  to  approach  and  deal  with  people  in  a  very  suc- 
cessful way. 

THE  TEXTURE  SCALE 

We  would  call  between  1-25  very  coarse  texture;  25-50 
coarse;  50  medium;  50-75  fine;  75-100  exceedingly  fine.  At 
the  top  we  find  some  eccentric  types — some  hyper-sensitive 
maniacs,  and  many  brilliant  artists,  painters,  actors  and  mu- 
sicians. The  majority,  however,  approach  the  medium  scale. 
Below  25  we  find  savages,  the  Asiatic  nations  and  aborigines. 
Very  coarse  texture,  say  10-15  on  the  texture  scale,  indicates 
a  character  that  lives  primarily  to  eat,  and  does  not  eat  to 
live. 


CHAPTER  SIX 

Lesson   on  Consistency  and  Flexibility 

ON  THE   STUDY  OF   THE    HAND THE   BAROMETER   OF   A    PER- 
SON'S   DEVELOPMENT,    REGARDLESS   OF    HIS    HEREDITY. 

IT  is  not  exactly  known  why  the  hand  should  be  so  respon- 
sive to  the  development  of  a  person's  character,  but  such 
is  the  fact.       It  is  true  that  your  hand  shows  to  what 
degree  you  have   applied  your  inborn  talents.     There   is   a 
decided  difference  in  the  hand  of  two  musicians.     One  who 
plays  constantly  will  have  a  'much  different  hand  from  the 
one  who  does  not.     They  may  both  possess  an  equal  amount 
of  musical  talent,  but  through  application  it  may  be  brought 
out  stronger  in  one  than  in  the  other;  this  may  be  told  by 
analysis  of  the  hand. 

Let  us  analyze  the  hand  from  the  consistency  standpoint. 
By  consistency  is  meant  the  density  of  the  skin.  Now  in 
studying  trees  we  find  the  birch  tree  is  of  a  soft  consistency, 
whereas  the  oak  is  hard.  Consistency  can  be  felt  by  pressing 
one's  hand.  If  the  consistency  is  hard,  the  skin  will  not 
yield  and  the  feeling  will  be  as  though  you  were  pressing 
against  wood  or  rock.  If  the  flesh  and  skin  yield  a  little 
under  pressure,  but  spring  back  like  a  piece  of  rubber  as  soon 
as  the  pressure  is  removed,  that  means  the  consistency  of  this 
hand  is  elastic.  However,  if  the  skin  yields  very  considerably 
under  pressure  and  sort  of  melts,  it  is  an  indication  of  soft 
consistency.  We  have  three  kinds  of  consistency: — Hard, 

38 


Why    You    Are    What    You    Are 


elastic  and  soft.  Consistency  should  be  felt,  as  it  is  very 
difficult  to  explain  to  the  student  in  words  just  how  the  different 
hands  feel.  The  best  way  is  to  analyze  and  feel  as  many 
hands  as  possible  until  one  will  know  the  difference  by  ex- 
perience. Now  we  will  explain  the  meaning  of  the  three: — 
Hard  consistency,  irrespective  of  whether  it  is  found  in  a 
blonde,  brunette,  convex  or  concave  type,  'means  conservatism, 
energy,  force,  endurance,  lack  of  adaptability,  ability  to  do 
things  and  do  them  in  the  face  of  opposition.  It  is  difficult 
to  change  the  mind  of  a  person  with  hard  consistency,  and 
often  he  will  die  rather  than  surrender.  With  this  type  often 
goes  a  crushing  will.  Like  coarse  texture,  it  also  denotes  an 
ability  to  endure  hardships.  Persons  of  this  type  are  stead- 
fast, but  if  not  modified  by  other  things  go  to  another  extreme 
and  become  too  dogmatic,  conservative  and  unadaptable  to 
new  people  and  things.  Hard  consistency,  therefore,  often 
goes  with  hard-headedness,  and  denotes  lack  of  mental  flex- 
ibility. This  is  worth  remembering. 

ELASTIC  CONSISTENCY 

This  is  the  most  desirable  of  the  three.  It  means 
adaptability,  normal  energy  backed  up  by  common  sense  and 
a  diplomatic  mind — very  enduring  and  forceful  at  the  same 
time.  It  can  yield  if  necessary,  and  if  neccessary  be  indom- 
itable. This  sort  of  consistency  denotes  mental  resiliency. 
No  matter  what  other  things  show,  elastic  consistency  always 
goes  with  an  elastic  mind. 

Adaptability  is  inseparable  fom  elastic  consistency.  A 
person  who  is  fortunate  enough  to  possess  it  can  undergo  all 
sorts  of  trials  and  hardships  and  still  be  master  of  his  soul. 
The  reason  is  obvious.  It  is  an  interesting  study.  Often 

39 


Why    You    Are    What    You    Are 


you  will  meet  a  person  who  is  lacking  in  many  ways,  but  has 
an  elastic  consistency;  and  sure  enough,  he  can  do  some  one 
thing  well,  and  makes  a  success  of  it.  The  peculiar  thing  is 
that  consistency  can  be  cultivated  and  only  part  of  it  is  in- 
herited. It  is  acquired  by  experience.  It  changes  as  the 
character  changes.  I  believe  it  is  more  subject  to  change 
than  texture.  By  being  too  set  in  one's  ideas  one  is  bound  to 
have  hard  consistency.  By  being  too  easy-going  and  agree- 
able one  acquires  soft  consistency.  By  being  adaptable  and 
tactful  one  is  bound  to  get  the  elastic  consistency.  That  is 
why  I  like  to  call  consistency  of  the  hand,  "the  barometer  of 
character  development."  By  practice  in  this  particular  phase 
of  Character  Analysis,  one  can  know  a  great  many  things 
which  will  otherwise  be  missed. 


SOFT  CONSISTENCY 

It  has  been  noticed  that  brunettes  often  have  hard  con- 
sistency and  blondes,  soft.  It  is  also  true  that  brunettes  are 
more  conservative  and  unadaptable  than  blondes,  who  in  turn, 
are  more  changeable  and  unstable  than  brunettes.  Soft  con- 
sistency shows  lack  of  stability  and  denotes  love  of  change. 
It  often  goes  with  a  brilliant  character,  but,  'more  often,  it 
stands  for  lack  of  energy  and  an  ability  to  accomplish  things. 
If  a  person  has  soft  consistency  that  is  not  counteracted  or 
modified  by  other  variables,  it  is  a  bad  sign.  It  may  mean 
that  a  person  is  lazy  and  inactive,  very  sensitive  and  afraid 
of  work,  something  of  a  human  soft-shelled  crab.  It  needs 
and  seeks  protection,  and  often  sacrifices  everything  in  order 
to  avoid  hardship  and  work. 

The  persons  who  have  soft  consistency  are  often  mental 
types  with  fine  texture ;  therefore  it  is  very  essential  that  they 

40 


Why    You    Are    What    You    Are 


have  good  training  in  some  line  in  which  they  may  manifest 
a  gift,  for  it  is  a  "living  hell"  for  the'm  to  maintain  themselves 
by  mediocre  and  monotonous  work.  They  feel  very  keenly, 
and  suffer  too  much  if  things  don't  go  their  way.  Some 
great  actors  have  soft  consistency,  but  their  talents  are  their 
salvation.  People  are  willing  to  put  up  with  them  for  the 
sake  of  their  brilliant  intellects.  Even  then  they  are  unhappy 
if  some  little  thing  goes  wrong.  I  know  this  for  a  fact,  as 
I  have  keenly  studied  for  a  considerable  time  actors,  artists 
and  actresses.  However,  it  is  not  as  hopeless  as  it  may  look 
from  the  aforesaid.  By  the  application  of  one's  will,  it  is 
not  only  possible  but  absolutely  probable  to  modify  one's 
character,  and  to  harden  one's  consistency.  Perhaps  not  in 
a  day,  but  Rome  wasn't  built  all  at  once  either. 

In  all  these  matters  "a  word  to  the  wise  is  sufficient." 
He  who  expects  to  get  something  for  nothing  in  this  world 
will  be  disappointed.  It  is  especially  true  in  character  forma- 
tion. One  gets  out  of  one's  character  as  much  as  one  puts 
into  it  and  no  more.  Character  is  a  by-product  and  is  an 
aggregation  of  inheritance,  education  and  experience.  There 
is  no  royal  way  to  it. 


FLEXIBILITY  OF  HAND 
Fingers,  Joints  and  Thumbs 

Flexibility  of  the  joints  is  very  easily  felt  if  one  gently 
pulls  back  the  fingers  with  the  one  hand  while  holding  the 
wrist  with  the  other.  If  the  joints  of  the  hand  are  flexible, 
that  is,  if  the  fingers  bend  back  considerably,  that  means  the 
hand  is  flexible.  If  the  joints  are  not  flexible,  that  denotes 
the  rigid  hand.  The  rigid  and  flexible  hand  are  the  two 

41 


Why    You    Are    What    You    Are 


extremes  in  the  study  of  flexibility.  There  is,  of  course,  a  mid- 
way in  this  case  also,  which  is  the  elastic  flexibility. 

Now  as  for  the  meaning: — It  is  practically  the  same 
thing  as  in  the  study  of  consistency,  the  difference  being  only 
in  degree,  rather  than  in  the  kind.  However,  it  does 
not  follow  that  a  man  of  soft  consistency  will  have  the  flexible 
hand.  He  may  or  may  not.  So  again,  all  kinds  of  combina- 
tions are  possible.  A  hard  hand  may  have  flexible  joints,  etc. 
The  study  of  pliability  should  also  be  'made  primarily  by  prac- 
tical observation;  we  mean  by  the  actual  feeling  of  the  hand. 
It  is  almost  impossible  to  tell  the  student  how  the  flexible  hand 
feels,  and  especially  the  differences  between  the  very  flexible 
hand  and  the  medium  flexible  hand.  Roughly  speaking,  the 
rigid  hand  does  not  bend  back  at  all  at  the  joints,  while  the 
elastic  does,  but  snaps  back  as  soon  as  released.  The  flex- 
ible bends  back  very  easily  and  considerably. 

The  meaning  of  the  rigid  hand  is  dependability,  stability, 
conservatism,  lack  of  adaptability  to  new  things,  and  in  ex- 
treme cases,  stinginess  and  harshness.  Elastic  flexibility  again 
denotes  adaptability,  vim,  energy,  vigor  and  common  sense, 
diplomacy  and  tactfulness. 

The  pliable  hand  stands  for  love  of  variety  and  change, 
lack  of  energy,  altho  quick  to  learn  and  to  grasp  new  ideas; 
lack  of  back-bone,  so  to  speak.  Very  many  brilliant  persons 
in  Art,  Music  and  Science  are  found  with  this  hand.  But  the 
hard  working,  thrifty  individual,  as  a  rule,  has  the  rigid  hand. 

The  people  with  the  pliable  hand  are  versatile,  generous 
to  a  fault,  and  are  better  adapted  for  fine  and  artistic  work 
than  for  drudgery  and  routine.  Often  we  find  them  lack- 
ing aggressiveness,  and  somewhat  like  the  person  with  ex- 
tremely fine  texture.  We  often  find  the  three  together  in  one 

42 


Why    You    Are    What    You    Are 


case,  the  fine  texture,  soft  consistency  and  pliable  flexibility. 
That  is  most  undesirable  in  many  ways. 

But  all  this  can  be  changed  if  desired,  by  beginning  from 
within  and  working  out.  Your  character  can  not  only  change 
the  flexibility  of  your  hand  but  the  form  of  your  head  and  face. 
We  shall  study  this  in  our  next  chapter  on  the  proportion  of 
the  body,  face  and  head. 


43 


CHAPTER  SEVEN 

The  Shape  of  Your  Head.     Your  Character. 
The  Real  Why. 

THIS  lesson  is  the  acme  of  this  course  and  should  be  very 
carefully  considered.  The  shape  of  one's  head  may  off- 
set or  neutralize  any  other  combination  to  a  greater  or 
less  degree.     It  is  easily  understood,  however,  how  it  can  be 
observed  and  applied.     In  the  first  place,  we  will  divide  all 
heads  into  a  few  distinct  classes;  then  we  shall  consider  each 
class  separately. 

THE  GENERAL  SUB-DIVISION  OF  HEADS 

It  was  the  chief  aim,  in  the  beginning,  to  make  this  book 
devoid  of  unnecessary  details,  and  so  in  dealing  with  the 
measurement  of  heads,  we  shall  eliminate  all  misleading 
and  confusing  'minor  proportions.  We,  therefore,  will 
consider  only  eight  kinds  of  heads: — Long  heads,  short 
heads,  wide  heads,  narrow  heads,  high  heads,  low  heads,  round 
heads,  and  square  heads.  We  shall  explain  the  standard 
measure'ments  of  these  different  heads  and  the  meaning  there- 
of. 

The  average  human  head  measure  is  twenty-one  inches  in 
circumference,  and  fourteen  inches  over  the  highest  point 
of  the  head,  measured  from  one  opening  of  the  ear, 
over  the  head  to  the  other  opening  of  the  ear.  The 
long  head,  which  we  will  now  consider,  is  'measured  from  the 

44 


Why    You    Are    What    You    Are 


brows  to  the  extreme  point  in  the  back,  by  drawing  an  imagi- 
nary line  through  the  head.  A  six-inch  head  is  considered 
the  medium  head.  Over  that  a  long  head,  and  under  six  inches, 
the  short  head.  The  head  may  also  be  long  in  the  back  and 
short  in  the  front,  and  vice  versa.  However,  we  shall  con- 
sider that  more  in  detail  under  the  chapter  on  "combinations." 
To  study  length  or  width  of  heads,  the  student  must  train 
himself  by  measuring  as  many  heads  as  possible  with  the  in- 
struments especially  designed  for  the  purpose,  until  the  eye 
becomes  accustomed  to  discern  the  correct  size  at  a  glance. 
It  is  possible,  after  considerable  training,  to  be  able  to  tell 
correctly  the  length  of  the  head — for  example,  within  a  frac- 
tion of  an  inch.  I  would  recommend  for  this  purpose  an 
instrument  which  I  use  in  my  school,  called  "the  Head  Meas- 
ure." It  is  made  of  metal  and  is  collapsible  and  easy  to 
carry  about.  It  is  cleverly  constructed  and  gives  all  the  meas- 
ures required.  If  you  wish,  however,  you  can  use  an  ordinary 
tape  measure,  but  as  you  will  see  later  in  some  ways  it  would 
not  be  as  handy,  because  of  the  positions  you  are  to  measure. 

THE  LONG  HEAD 

I  have  said  that  the  long  head  must  be  more  than  six 
inches.  Generally  speaking,  it  means  as  follows: — Diplo- 
macy, natural  understanding  of  people's  needs,  especially  if 
long  in  back  of  the  ears;  foresight,  if  long  in  front  of  the  ears, 
and  if  long  both  ways,  it  indicates  ability  to  manage  people, 
to  plan  ahead,  to  be  a  good  organizer,  to  be  able  to  foretell 
things.  The  successful  politician,  the  preacher,  salesman, 
manager,  doctor  and  all  who  deal  directly  with  people  have 
long  heads.  They  are  men  who  are  often  called  good  judges 
of  character.  In  other  words,  they  are  born  Character  Ana- 
lysts, other  things  being  equal.  Men  of  this  type  are  very 

45 


Why    You    Are    What    You    Are 


sociable,  fond  of  people  in  general  and  believe  in  law  and 
order.  They  are  evolutionists  rather  than  revolutionists. 
They  believe  in  settling  things  by  judgment,  rather  than  by 
force  and  violence.  The  long  head,  therefore,  is  a  desirable 
indication.  We  should  also  mention  several  of  the  well- 
known  people  who  have,  or  had,  long  heads.  Warren  G. 
Harding,  Grover  Cleveland  and  Abraham  Lincoln  are  good 
examples. 

THE  SHORT  HEAD 

As  we  have  stated,  the  short  head  is  one  under  six  inches 
in  length.  The  shorter  the  head,  the  more  strongly  pro- 
nounced will  be  the  traits  ascribed  to  this  head.  The  short 
head  is  diametrically  opposite  to  the  one  just  considered.  If 
the  head  is  short  in  front  of  the  ears,  that  denotes  lack  of  fore- 
sight. Lack  of  power  to  get  a  line  on  things.  The  man 
who  has  the  head  that  is  short  in  front  often  couldn't  see 
farther  than  his  nose.  Therefore,  it  behooves  this  type  to  use 
other  powers  to  mitigate  this  shortcoming,  such  as  good  judg- 
ment, if  the  type  is  vital ;  logic,  if  the  type  is  'mental,  etc.  This 
type  is  useful  in  many  ways,  to  be  sure,  but  we  will  enumerate 
only  a  few.  A  good  traveling  salesman  often  has  this  head. 
Because  of  the  fact  that  short-headed  people  are  forceful, 
enthusiastic  and  convincing,  they  are  often  hustlers  and  lose 
no  time,  altho  they  somewhat  lack  tact;  they  are  aggressive, 
hard  workers  and  willing  to  take  a  chance.  If  successful  at 
all,  they  make  quick  work  of  things  and  do  not  beat  about  the 
bush.  With  them  it  is  unow  or  never" — whole  or  nothing. 
They  are  ready  to  act  on  a  minute's  notice,  and  are  there- 
fore impatient  and  radical  in  their  character.  If  the  head  is 
especially  short  in  back  of  the  ears,  it  denotes  disregard  for 
public  laws  and  opinions,  abhorrence  of  conventionality  and 

46 


Why    You    Are    What    You    Are 


the  so-called  traditions.  It  also  means  lack  of  understanding 
of  the  human  element  and  therefore,  lack  of  sympathy  for 
people.  The  man  of  this  type  is  often  very  selfish,  unscrupu- 
lous, revolutionary,  law-defying  and  cares  little  how  he  gets 
there  as  long  as  he  arrives — the  sooner  the  better !  No  evo- 
lution for  this  type !  Communists,  Bolsheviki  and  all  kinds 
of  reformers  are  noted  for  this  type  of  head.  William  Hay- 
wood,  Trotsky  and  many  other  radical  leaders  are  good  ex- 
amples. We  have  had  some  great  reformers  who  had  short 
heads,  but  they  had  different  motives  which  were  unselfish, 
and  denoted  by  a  high  head,  which  we  will  consider  in  the 
next  chapter.  Martin  Luther  and  Gabriele  D'Annunzio 
are  good  examples.  Short  head,  in  general,  bespeaks  an  im- 
patient, grasping,  quick,  energetic,  aggressive,  selfish  individ- 
ual, who  gets  into  trouble  by  lack  of  self-control,  and  a  super- 
abundance of  energy,  and  who  also  gets  out  of  it  by  a  tremen- 
dous outburst  of  force.  Often  you  will  find  an  individual 
who  does  nothing  but  get  in  and  out  of  trouble  all  his  life. 
What  a  tragedy!  A  complete  analysis  and  an  earnest  desire 
to  improve  would,  however,  help  this  type  immeasurably. 


HIGH  AND  Low  HEADS 

A  high  head  (See  Fig.  15)  is  always  an  indication  of 
lofty  ideas  and  morals,  intellectual  aspirations  and  exalted  a'm- 
bitions.  If  these  ideas  and  ambitions  are  greatly  modified  by 
other  characteristics,  it  will  be  always  on  a  higher  plane. 
Thus,  a  man  with  a  short  but  high  head  may  be  inclined 
to  make  some  social  reforms.  If  it  be  blonde  convex, 
it  may  make  a  man  of  strong  commercial  enterprises.  Bru- 
nette convex  may  be  a  great  writer  or  a  scientist.  If  a  high 

47 


Why    You    Are    What    You    Are 


head  is  associated  with  a  wide  one,  as  Napoleon's,  (See  Fig. 
16)  it  may  be  a  domineering,  ambitious  type  that  would  try 
to  reform  the  world  by  the  sword,  but  all  the  acts  are  done 
under  the  pretense  of  high  principles.  Read  Napoleon's 


Hi$h  -Marrow  -  uq 

Fig.  15 

biography.  It  is  full  of  evidence  that  he  exalted  all  his  ac- 
tions as  tending  towards  the  preservation  of  civilization  and 
French  culture.  Thus,  even  history  does  not  blame  him  be- 
cause his  wholesale  slaughter  of  men  was  for  a  noble  end.  It 
is  self-evident  that  with  this  moral  background  the  most  atro- 
cious crimes  are  and  were  excusable.  All  more  or  less  admire 


Why    You    Are    What    You    Are 


a  high-minded  person,  altho  the  judgment  may  not  be  of  the 
best.  A  good  example  of  this  is  former  President  Wilson, 
whose  devotion  to  duty  and  his  ambition  to  help  humanity  can- 
not be  questioned  even  by  his  bitterest  enemies,  but  whose  judg- 


Fig.  1 6 
Wide  High  Head 

ment  of  public  opinion  in  America  toward  the  League  of  Na- 
tions became  an  international  bone  for  dispute. 

THE  Low  HEAD 

(See  Fig.   17) 

The  low  head  can  be  distinguished  by  its  resemblance 
to  a  flat  loaf  of  bread,  and  it  is  especially  conspicuous  if  it 
is  wide  besides  being  low.  As  can  be  observed  in  the  sup- 
plemented picture,  the  low  head  is  often  found  in  proprietors 

49 


Why    You    Are    What    You    Are 


of  restaurants  and  people  dealing  in  every-day  commodities. 
A  low  head  is  an  indication,  as  a  rule,  of  a  practical  and  "here- 
and-now"  type.  By  that  we  'mean  that  the  type  is  lacking  ideals 
and  ideas  and  is  interested  in  actual  every-day  existence. 
People  who  are  engaged  in  selling  cloth  and  different  kinds  of 
wares — occupations  which  do  not  require  high  ideas — have 


flea  Lov-  Bf-oad  -/found. 

Fig.  17 

this  shape  of  head.  You  will  seldom  find  that  this  type  is  aspir- 
ing or  philanthropic,  on  the  contrary  he  is  selfish  and  is  not  in- 
terested in  any  movement  or  plan  for  the  uplift  of  humanity. 
However,  this  quality  'may  be  modified  by  other  variables,  so 
the  student  should  not  be  hasty  in  making  conclusions  by  the 
height  of  the  head  alone.  Any  head  that  is  ^/2  inches  in 
height  from  the  opening  of  the  ear  upward  is  called  medium 
high.  Below  that,  the  low;  and  above  that  measure— the 
high  head. 


50 


Why    You    Are    What    You    Are 


It  is  very  simple  in  this  science  to  draw  the  line  of  de- 
marcation between  different  aspects  of  character.  Each  and 
every  one  counts,  and  therefore  we  cannot  explain  everything 
by  one  feature  or  vice  versa. 

WIDE  AND  NARROW  HEADS 

The  head  that  is  over  5.35  of  an  inch  in  width,  measur- 
ing just  above  the  ear  through  the  head,  is  called  in  this  sci- 
ence, the  wide  head.  A  wide  head  (See  Fig.  17)  in  general 
means  aggressiveness,  energy,  force,  both  destructive  and  con- 
structive, depending  upon  the  other  measurements  of  the  head 
and  features.  Thus  a  person  who  is  a  brunette  and  has  a 
high,  wide  head  may  be  a  very  forceful  exponent  of  patriotism 
or  religion,  especially  if  he  has  a  high  temporal  section,  about 
which  we  will  speak  more  fully  later.  This  fact  of  forceful- 
ness,  in  people  with  wide  heads  especially,  was  noted  by  a 
fa'mous  English  scientist,  Dr.  Bernard  Hollander,  who  in  his 
well-known  book,  "The  Mental  Functions  Of  The  Brain," 
brings  out  numerous  examples  of  insanity  caused  by  too  great 
development  of  the  width  of  the  head,  thus  bringing  on  a 
destructive  mania.  Many  cases  were  cured  by  an  operation 
in  the  ear  region.  There  are  many  examples  of  wide-headed 
people,  both  in  history  and  among  people  who  are  living  to- 
day. Some  of  them  were  great  builders  and  some  great  de- 
molishers;  some  both  constructive  and  destructive;  Rameses 
the  Great,  who  built  the  Pyra'mids,  was  constructive;  Alex- 
ander the  Great,  destructive.  Also  Napoleon,  Caesar,  Han- 
nibal and  Chingis  Khan. 

Builders  who  have  wide  heads  in  this  country  are  Edison, 
Rockefeller,  Ford,  Goethals;  in  Europe,  Marconi  and  Zep- 
pelin. A  high  head  usually  modifies  a  wide  head  in  such  a 

51 


Why    You    Are    What    You    Are 


way  that  energy  is  used  to  fight  for  the  principles.  The  low 
head  tends  to  make  a  person  fight  for  the  material,  selfish  and 
common  things.  The  study  of  this  measurement  is  most  in- 
teresting and  repays  all  the  efforts  put  into  it.  In  a  few  cases 
one  may  find  an  unusual  swell  just  above  the  ears — a  sure 
indication  of  creative  and  constructive  tendencies.  I  know 
personally  several  people  who  have  this  development.  One 
is  a  great  sculptor;  another  a  pharmacist  and  general  store- 
keeper; and  still  another  a  musical  co'mposer  and  choir-leader. 
All  are  not  only  energetic  but  also  highly  creative.  These 
cases  are  rare. 

The  study  of  the  width  in  the  heads  of  children  is  es- 
pecially fascinating.  It  explains  many  things  in  their  conduct 
and  prepares  one  to  handle  them  accordingly  in  the  years  to 
come.  Thus  wide-headed,  promising  children  are  often  mis- 
understood, a  study  we  shall  later  consider  more  fully  in  the 
chapter  "Vocational  Guidance  For  Children." 

Sometimes  other  features  modify  or  intensify  these  qual- 
ities of  the  wide  head;  thus  convex  form  and  blonde  color 
make  it  more  pronounced,  whereas  concavity  and  brunetteness 
modify  it  to  a  great  extent.  Hence,  we  may  say  that  perhaps, 
the  hardest  part  in  this  science,  is  to  make  conclusions  from  the 
facts  observed. 

THE  NARROW  HEAD 

(See  Fig.   15) 

This  head  means  just  the  opposite  of  the  wide  head,  and 
is  less  than  5.35  inches  in  measurement.  The  narrower  the 
head,  the  more  pronounced  are  the  qualities  ascribed  to  it. 
Briefly,  it  is  the  non-aggressive,  non-destructive  or  constructive 
type.  However,  this  does  not  imply  that  this  type  is  good 

52 


Why    You    Are    What    You    Are 


for  nothing.  The  final  decree,  of  course,  depends  on  other 
combinations  of  the  head.  The  weakest  point  of  this  type  is 
a  certain  lack  of  energy  and  aggressiveness.  The  strong 
points  are  diplomacy,  effectiveness  and  the  use  of  the  law  of 
non-resistance.  I  know  personally  a  man  with  a  decidedly 
narrow  head,  who  is  very  successful  in  business,  but  with  it  he 
has  some  strong  modifying  points,  such  as  medium  color, 
convex  upper,  concave  lower  form  of  profile,  nose  convex 
plus;  motive  mental,  medium  texture,  elastic  consistency,  rigid 
flexibility,  high,  long,  square,  narrow  head;  so  altho  mild  and 
quiet  he  is  at  the  same  time  diplomatic  and  positive. 

This  type  is  'more  often  a  follower  than  a  leader,  not  so 
much  due  to  the  lack  of  talents,  but  rather  to  the  lack  of  power 
to  advertise  his  gifts.  There  is  in  his  personality  not  enough 
force  to  make  those  with  whom  he  comes  in  contact  conscious 
of  his  capacity.  It  is  similar  to  the  case  of  convex  and  con- 
cave types.  It  is  not  what  you  have  to  present,  but  rather 
how  you  present  it.  So  the  narrow  head  denotes  absence 
of  the  propelling  power,  or  the  ability  to  push  forward,  re- 
gardless of  obstacles  or  opposition.  Of  course,  the  most  es- 
sential thing  in  life  is  to  arrive,  no  matter  if  one  man  does  so 
slowly  and  another  quickly.  But  the  power  must  be  there ; 
and  in  one  form  or  another,  the  person  must  have  it. 

We  are  considering,  of  course,  the  signs  that  can  be  ob- 
served from  the  outside  and  which  show  the  presence  or  ab- 
sence of  efficiency.  It  is  a  very  interesting  fact  to  note  that 
often  education  and  training  have  so  little  to  do  with  these 
powers.  Thus,  several  years  ago  an  Eskimo,  Elragha  C. 
Tikovilka  by  name,  was  found  in  Siberia  who  could  neither 
read  nor  write  and  who  would  not  have  recognized  his  own 
na'me  if  he  saw  it  in  print,  yet  with  no  training  whatsoever,  he 

53 


Why    You    Are    What    You    Are 


painted  wonderful  things  of  his  native  North  with  such  accu- 
racy that  he  was  made  a  member  of  an  association  of  famous 
painters  in  Europe.  All  his  talents  were  inborn  and  could  be 
easily  observed  in  the  proportion  of  his  head  and  the  forma- 
tion of  his  forehead. 

Again,  it  will  help  the  student  to  remember  the  fact  that 
all  human  actions  have  their  motives  and  they,  in  turn,  are 
due  to  character.  The  aim  in  life  should  be  to  build  character 
and  improve  it  in  such  a  way  that  it  grows  richer  and  fuller 
as  the  years  go  by  and  this  can  be  accomplished  through  un- 
derstanding and  an  effort  in  execution.  Most  people  are 
careless  and  indifferent  in  regard  to  this  i'mportant  fact,  say- 
ing:— "Well,  I  was  born  this  way  and  it  is  of  no  use  trying 
to  change  myself.  It  is  too  much  work.  Or  it  can't  be  done." 
But  isn't  it  worth  the  trouble  if  one  thereby  advances  himself? 
Even  in  the  most  seemingly  impossible  cases  an  effort  always 
brings  results.  The  author  can  vouch  for  this  fact.  It  took 
him  about  ten  years  to  cultivate  a  concentration,  which  finally 
is  so  responsive  to  his  will  that  he  can  write  or  teach  while  an 
orchestra  is  rehearsing  next  door  without  even  hearing  it. 
Such  things  do  not  come  in  a  day,  but  are  studies  in  themselves 
and  will  be  thoroughly  considered  by  the  author  in  his  new 
book  called  "The  Psychology  of  Will  in  Action,"  to  which  the 
students  are  referred  if  they  wish  to  be  informed  concerning 
the  co-ordination  of  human  will  with  human  character.  This 
last  is,  of  course,  the  greater  of  the  two,  but  can  be  moulded 
by  the  first. 

ROUND  AND  SQUARE  HEADS 

This  concluding  parenthetic  chapter  on  proportion  will 
be  devoted  to  the  consideration  of  round  and  square  heads. 
This  is  very  i'mportant,  because  of  the  fact  that  squareness 

54 


Why    You    Are    What    You    Are 


or  roundness  of  the  head  very  considerably  denotes  the  gen- 
eral tendencies  of  expression  of  character.  Thus  for  ex- 
ample:— A  square-headed  person,  (See  Figs.  18  and  15)  re- 
gardless of  everything  else,  will  be  cautious,  scientific,  deliber- 
ate, reasonable,  with  a  keen  sense  of  humor  and  a  logical  way 
of  thinking.  It  is  primarily  the  scientific  person  who  prefers 
to  weigh  and  investigate  new  things,  or  old  ones  if  he  does 
not  understand  the  workings  of  them.  In  other  words,  it 
is  an  investigating  mind  that  is  determined  to  find  co-ordina- 


Fig.  18 
The  Square  Forehead  of  a  Scientist 

tion  between  causes  and  effects.  The  majority  of  great  sci- 
entists possess  such  heads.  With  a  little  practice  it  should 
not  be  difficult  to  distinguish  a  decidedly  square  head  from  a 
medium  square  head,  or  from  a  head  that  is  medium  round. 
From  the  front  view,  the  forehead,  especially,  appears  to 

55 


You    Are    What    You    Are 


have  two  comers  at  the  upper  part  of  the  forehead,  and  the 
general  appearance  of  the  forehead  is  on  a  square.  From 
the  back  view,  it  also  has  the  outline  of  the  corners  at  the 
extreme  parts  of>  the  upper  division  of  the  head.  As  there 
is  the  possibility  in  this  science  of  having  all  kinds  of  com- 
binations, you  may  meet  a  person  with  a  head  square  only 
in  back  or  front;  in  other  words,  it  may  be  round  from  one 
standpoint  and  square  from  another  standpoint,  and  there- 
fore each  would  be  modified  by  the  other  and  as  a  result  there 
is  the  happy  medium.  Very  often  we  find  this  indication  of 
squareness  of  head  going  with  brunetteness,  altho  that  does 
not  mean  that  blondes  cannot  have  it.  In  a  brunette  it  in- 
tensifies the  conservative,  dependable  qualities  to  a  marked 
degree,  and  hence  we  have  a  very  steadfast,  cautious  char- 
acter— soTmetimes  extremely  so.  If  you  meet  this  quality  of 
squareness  in  blondeness  it  modifies  the  optimistic,  hot-headed 
qualities  of  a  blonde  to  such  an  extent  that  all  his  willingness 
to  take  chances  will  be  expressed  in  a  cautious  and  less  spas- 
modic form,  so  that  no  matter  what  other  combination  goes 
with  the  squareness  of  head,  it  will  always  have  that  modify- 
ing effect  which  takes  the  form  of  cautiousness.  This  type 
is  always  known  for  that  honesty  in  dealing  with  other  people 
which  we  often  speak  of  as  square  dealing.  This  is  a  type 
that,  as  a  rule,  does  not  make  promises  on  the  spur  of  the 
moment,  and  therefore  is  apt  to  keep  his  word  better  than 
those  who  are  not  deliberate  in  their  promises.  All  in  all,  it 
is  a  desirable  attribute  and  gives  humanity  the  necessary 
balance  at  the  dire  hour  to  put  the  brakes  on  in  time.  It 
also  may  be  called  a  human  stabilizer  and  shock  absorber. 

Just  the  opposite  to  this,  is  the  round  head,  (See  Fig.  17) 
and  of  course,  between  the  extreme  squareness  and  extreme 
roundness  of  the  head  is  found  all  the  modified  degrees  of 

56 


Why    You    Are    What    You    Are 


squareness  and  roundness  and  we  have  to  'make  our  deductions 
accordingly. 

The  round  head  signifies  ability  and  willingness  to  take 
a  chance.  It  is  the  head  of  an  inventor  who  perceives  a  cer- 
tain possibility  and  plunges  headlong  to  make  it  materialize. 
It  is  self-evident  in  all  our  inventions  and  discoveries,  that 
we  go  from  the  known  to  the  unknown  and  often  our  sup- 
positions are  absolutely  wrong  as  to  the  outcome,  yet  man 
gambles  on  those  suppositions  and  very  often  comes  out  right. 
In  other  words,  there  are  certain  fields  of  endeavor  in  human 
achievement  that  require  the  traits  of  boldness,  audacity  and 
willingness  to  take  a  chance,  and  by  some  yet  unexplained 
fact,  the  round-headed  people  are  more  apt  to  do  these  things 
and  to  be  original  in  their  mental  attitude. 

If  carried  to  the  extreme,  we  find  round-headed  people 
very  reckless,  impulsive,  impatient,  lacking  good  judgment 
and  apt  to  jump  at  conclusions.  However,  if  there  is  a  job 
that  requires  recklessness  in  execution,  a  good  deal  of  speed 
and  energy,  this  type  is  the  best  fitted  for  the  place.  For 
example : — If  you  need  some  one  to  interview  a  high  potentate 
to  whom  all  ways  of  access  are  barred,  a  round-headed  person 
will  find  a  way  to  make  it  possible.  At  least  he  will  pull  ev- 
ery latch-string  to  carry  out  your  orders,  whereas  the  square- 
headed  person  would  not  even  consider  the  proposition. 

Again  we  find  the  round-headed  type  in  dangerous  oc- 
cupations connected  with  traveling,  as  airplane  flying,  all  sorts 
of  dare-devil  stunts,  automobile  racing  and  anything  that  re- 
quires nerve,  dash  and  a  care-free  attitude  of  mind.  The 
study  of  round  heads  is  an  interesting  one  because  it  often 
explains  things  that  nothing  else  could. 

We  have  quite  a  few  round-headed  musicians,  and  if  one 
57 


Why    You    Are    What    You    Are 


listens  to  them  in  the  light  of  this  discourse,  many  things  be- 
come plain.  Thus  one  may  meet  a  musician  who  appears 
very  slow  in  conversation,  deliberate  and  even  stupid,  and  yet 
if  he  has  that  round  head  quality  in  him,  be  sure  that  he  will 
be  quick  and  impatient  and  forceful  in  one  thing,  at  least, 
and  will  probably  express  himself  along  'musical  lines  with  a 
recklessness,  dash  and  all  the  qualities  above  ascribed  to  this 
particular  type.  On  the  other  hand,  the  more  squareness,  the 
higher  will  be  the  degree  of  the  qualities  mentioned  in  con- 
nection with  the  same.  Thus  nothing  is  lost  without  having 
some  effect  on  human  behavior,  and  if  we  study  our  subject 
diligently,  we  can  always  see  the  manifestation  and  presence 
of  all  those  traits. 


58 


CHAPTER  EIGHT 

The  Features,  or  The  Study  of  Different  Parts  of  the  Face, 
One  by  One. 

ALTHO  we  have  already  studied  practically  every  feature, 
we  have  considered  them  in  connection  with  the  whole; 
now  one  by  one  we  are  going  to  take  each  by  itself  as  a 
complete  whole. 

After  all,  when  we  stop  to  study  the  human  face,  we  are 
more  impressed  by  certain  features  of  it  than  by  others.  Thus 
one  face  is  striking  on  account  of  its  nose,  another  because  of 
the  eyes  or  eyebrows;  still  another  on  account  of  the  fore- 
head; an  unusually  well-shaped  'mouth  or  a  deficient  chin; 
long  or  short  upper  lip;  high  cheek  bones;  some  development 
of  the  ears,  or  maybe  the  eyelashes.  Whatever  it  is,  there  is 
a  significance  to  all  these  things,  and  we  will  now  consider  each 
feature  and  its  meaning,  so  that  in  case  one  attempts  to  ana- 
lyze a  certain  unusual  quality  of  a  feature,  he  may  know  how 
to  interpret  that  feature  by  itself,  and  interpret  it  in  the  light 
of  character  reading. 

We  will  start  with  the  forehead.  We  have  well-shaped 
foreheads,  unattractive  foreheads  and  symmetrical  foreheads. 
There  are  foreheads  that  are  smooth,  others  that  are  wrinkled 
and  still  others  that  have  a  horizontal  and  vertical  line  har- 
rowing this  particular  feature.  It  is  known  to  the  scientific 
world  that  wrinkles  indicate  the  trend  of  character,  especially 
in  expression;  thus  we  have  wrinkles  of  concentration  which 
are  found  on  the  forehead  just  above  the  root  of  the  nose 

59 


Why    You    Are    What    You    Are 


and  are  vertical.  (See  Fig.  20.)  Contracted  brows  often 
go  with  this  kind  of  wrinkles.  A  good  example  of  a  highly 
concentrated  forehead  may  be  observed  in  the  pictures  of 
Napoleon,  and  it  is  a  well-known  fact  that  while  pacing  up  and 


Fig.  20 

Foch,    World's    Greatest    Strategist    Showing 

Wrinkles  of  Concentration  on  the 

Forehead. 

down  his  room  he  could  concentrate  from  seven  to  eight  hours 
at  a  time. 

It  has  been  found  that  horizontal  lines  on  the  forehead 
are  the  result  of  a  rather  nervous  te'mperament  and  habitual 
worry.  People  who  have  too  many  ups  and  downs,  as  we 
say,  usually  have  them.  Every  student  of  human  nature 
knows  that  when  a  man  is  very  responsive  and  nervous  he 


Why    You    Are    What    You    Are 


makes  unusual  use  of  his  forehead,  in  conversation,  for  ex- 
ample. When  he  is  surprised,  when  he  is  worried,  when  he 
is  astonished,  frightened,  when  he  is  skeptical,  he  wrinkles 
his  forehead.  Or  perhaps  this  forehead  will  be  found  in  'more 
emotional  types,  and  in  certain  nationalities  that  are  known 
to  be  most  demonstrative. 

Of  course,  a  nicely-shaped  forehead  can  be  easily  recog- 
nized and  distinguished  from  that  of  an  ill-proportioned  fore- 
head which  often  indicates  unbalanced  mentality,  but  as  in  this 
chapter  we  are  only  considering  the  normal  type,  we  will  not 
now  dwell  on  that  subject  to  any  great  extent. 

THE  EYEBROWS 

The  eyebrows  may  be  classified  as  artistic,  scientific  and 
ordinary.  The  artistic  eyebrows  (See  Fig.  21)  are  long, 
arched,  thin  and  beautiful.  As  a  rule,  motion  picture  actors 
and  actresses  have  the'm;  also  actors  of  the  legitimate  stage, 
painters,  mathematicians,  musical  prodigies,  poets,  and  all 
those  who  make  the  beautiful  and  imaginative  and  abstract 
the  business  of  their  lives;  a  fine  art  if  you  please.  For  illus- 
trations see  the  portraits  of  great  painters  and  actors. 

Scientific  eyebrows  (See  Fig.  18)  are  often  heavy,  bushy, 
and  are  not  nicely-shaped.  They  more  nearly  meet  above  the 
root  of  the  nose  rather  than  spread  out  as  in  the  artist's  case. 
These  are  the  eyebrows  of  men  who  concentrate  a  great  deal, 
and  keep  in  mind  for  a  long  time  the  things  they  are  inves- 
tigating. With  such  eyebrows  often  go  perpendicular  lines  just 
above  the  eyebrows,  in  the  middle  of  the  forehead.  Astron- 
omers, inventors,  scientists  of  all  kinds  have  these  eyebrows. 
Note  the  pictures  of  Darwin,  Ford,  Galvin,  Rontgen, 
Haeckel,  Huxley,  Bell,  and  other  men  well-known  for  their 

61 


Why    You    Are    What    You    Are 


work  in  scientific  fields.  Almost  invariably  we  find  with  such 
eyebrows  a  forehead  which  is  square  in  appearance,  and  this  is 
another  strong  indication  of  the  scientific  type.  The  ordinary 
or  everyday  type  of  person  has  eyebrows  which  are  neither 
well-arched  nor  exceedingly  heavy,  and  in  no  way  striking;  just 
a  lock  of  hair  carelessly  atached  to  the  forehead.  The  nearer 
the  eyebrows  approach  in  likeness  to  any  of  the  above  de- 


Fig.  21 

Weil-Balanced,     Energy    Section    is    Equal    to 

Both  Vitality  and  Endurance, 

as  Here  Shown 

scribed  types,  the  more  will  the  individual  partake  of  those 
qualities  ascribed  to  those  types.  There  are  all  sorts  of 
variations  of  the  eyebrows. 

THE  EYES 

Perhaps  the  most  unusual  and  remarkable  study  of  all 
the  features  is  that  of  the  eyes.  Some  one  has  called  the  eyes 
the  windows  of  the  soul,  and  it  is  truly  so.  (See  Fig.  22.) 

62 


Why    You    Are    What    You    Are 


Eyes  may  express  volumes  by  a  single  glance,  and  it  is  cer- 
tain, at  least  to  the  writer  of  this  book,  that  some  day  we  shall 
all  be  able  to  read  human  character  just  by  looking  into  the 
eyes  of  an  individual.  Even  now  it  is  very  easy  to  determine 
certain  traits  of  character  by  application  of  the  knowledge 
which  is  secured  through  scientific  study  of  the  expression  of 


Fig.  22 
A  Penetrating  Look 

the  eye.  For  example: — Brilliant,  wide-open  eyes  (See  Fig. 
21)  denote  sincerity,  honesty,  trustworthiness  and  frankness. 
If  carried  to  the  extreme  they  denote  credulous  and  trust- 
worthy individuals,  those  who  take  everything  for  granted, 
and  are  easily  led  and  often  cheated  by  the  unscrupulous.  How- 
ever, here  we  must  have  the  ability  to  discriminate,  because  the 
eye  is  a  very  flexible  feature  and  can  be  opened  or  closed  at  will. 
A  little  practice  will  enable  the  student  to  discriminate 


You    Are    What    You    Are 


between  the  natural,  habitually  opened  eyes  and  the  preten- 
tious and  exaggerated  imitation.  In  this  connection,  the 
study  of  the  expression  in  the  eyes  of  a  child  will  aid  the  stu- 
dent greatly  in  learning  what  innocent  and  honest  eyes  look 
like.  It  is  a  magnificent  revelation  in  humanity  when  we  who 
have  studied  character  for  years,  know  for  a  fact  that  practi- 
cally every  child  up  to  a  certain  period  of  life  has  wide-open, 


Fig.  23 

A  Victim  of  Misunderstanding  in  Early  Child- 
hood, With  Good  Head— But  a  Crook 
by  Occupation 

credulous  and  trustworthy  eyes,  and  that  expression  changes, 
as  a  rule,  in  mature  years;  certain  habits  take  possession  of  the 
human  character  and  shape  the  features  accordingly. 

There  are,  in  opposition  to  wide-open  eyes,  the  so-called 
half-closed  eyes,   (See  Fig.  23)   and  different  causes  underlie 

64 


Why    You    Are    What    You    Are 


this  characteristic.  It  may  be  secretiveness,  a  habitually  criti- 
cal attitude,  or  it  may  be  a  keen  sense  of  humor  or  hatred.  In 
this  connection  we  have  to  aid  ourselves  by  a  scrutiny  of  the 
general  expressions  of  the  face.  This  may  be  done  by  a  quick 
grasp  of  the  so-called  spirit  of  the  face,  and  while  we  are  con- 
centrating on  studying  the  eye  as  the  chief  feature,  the  general 
i'mpression  of  the  face  enables  us  to  determine  what  cause  was 
the  chief  factor  in  shaping  that  particular  expression.  Thus, 
the  eye  which  is  closed  with  a  sense  of  humor  has  ever-present 
radiation  all  over  the  face  and  gives  it  a  touch  of  hopefulness 
that  may  be  detected  even  in  repose.  Besides,  all  the  wrinkles 
in  that  face  tend  to  turn  upward. 

In  the  case  where  the  eyes  are  almost  closed  with  hatred, 
there  is  that  icy,  cold,  somewhat  unpleasant,  stern,  severe 
expression  all  over  the  face.  The  cause,  of  course,  may  be 
traceable  to  a  hateful  expression  of  the  eye;  nevertheless  the 
habitual  attitude  of  hatred  is  stamped  on  all  the  features,  and 
especially  expressed  in  the  repellent,  cold  look  that  has  a  ten- 
dency to  give  one  the  chills. 

There  is  the  secretive  eye  of  the  individual  who  is  trying 
to  do  things  underhandedly  and  in  the  dark.  He  tries  to 
close  the  eyes  as  tho  to  prevent  people  from  seeing  what  is 
going  on  in  the  soul  of  the  man.  He  pulls  the  curtains  down, 
one  may  say,  to  perfortn  his  works  of  darkness  unobserved. 
And  it  is  true  that  you  can  often  make  people  tell  you  the 
truth  by  looking  straight  in  their  eyes  and  boldly  demanding 
the  whole  truth.  There  are  cases  on  record  in  our  court  pro- 
cedures where  a  clever  attorney  was  able  to  make  the  witness 
confess  the  truth  which  he  had  endeavored  to  conceal.  Many 
times  it  was  done  by  the  right  application  of  the  look  into 
the  "windows  of  the  soul"  of  the  witness.  However,  that 
is  a  study  in  criminal  psychology  rather  than  of  the  features 

65 


Why    You    Are    What    You    Are 


as  we  are  studying  them  in  Character  Analysis.  It  is  the 
endeavor  on  my  part  only  to  teach  the  student  how  to  observe 
and  distinguish  the  different  physical  aspects  of  the  face,  and 
especially  each  feature,  as  it  is  very  significant  in  the  study 
of  those  details  of  the  character  which  may  be  learned  through 
a  painstaking  and  detailed  study  of  each  feature  by  itself. 

Then  we  have  the  steady  and  the  shiftless  look  in  eyes. 
These  do  not  need  much  comment,  for  practically  every  one 
knows  that  the  shiftless  eye  denotes  a  shiftless  character,  and 
that  the  steady  eye  means  dependability,  altho  the  staring, 
blank  look  often  denotes  insanity.  It  is  a  remarkable  fact 
that  there  is  found  in  connection  with  the  sanity  of  the  mind 
that  lively,  animated,  bright  and  penetrating  look  of  the 
steady  eye.  The  study  of  the  eye  is  so  interesting  and  so 
important  that  a  book  might  easily  be  devoted  to  it, 
but  we  must  go  on. 

THE  NOSE 

Altho  the  nose  is  not  as  plastic  and  subject  to  change, 
due  to  different  moods  and  states  of  intellect,  nevertheless 
it  also  yields  to  the  habitual  thoughts  of  the  human  character. 
Thus,  a  thin,  pinched  nose  indicates  severity  and  sometimes 
cruelty.  The  fat,  fleshy  nose  denotes  the  cordial  and  some- 
what care-free  nature  of  the  hospitable  individual — a  person 
who  enjoys  the  pleasures  of  everyday  living,  such  as  food, 
company,  drink  and  comfortable  living  in  general.  It  often 
goes  with  the  vital  type. 

The  size  of  the  nose  is  very  important,  (See  Fig.  24)  as 
we  considered  it  before  in  the  study  of  form.  We  may  add 
here  in  passing  that  the  tip  of  the  nose  when  it  is  very  long 
denotes  the  intellectual  tendencies  of  an  individual.  The 


Why    You    Are    What    You    Are 


fleshy,  well-developed  nostrils  denote  good  vitality  and  as- 
similation. The  long  line  from  the  root  of  the  nose  to  the 
tip  stands,  as  a  rule,  for  great  energy,  both  mental  and 
physical.  Of  course,  in  different  people  all  those  quali- 
ties exist  in  different  degrees  and  are  expressed  correspondingly 


Fig.  24 
Explorer  Amundsen,  Very  Convex,  Large  Nose 

in  the  shape  of  the  nose.  Often  a  somewhat  deficient  devel- 
opment in  the  head  'might  be  strengthened  by  a  great  devel- 
opment in  the  nose.  To  illustrate: — Suppose  a  man  has  a 
small-sized  forehead,  but  has  at  the  same  time  a  large,  well- 
shaped  nose  the  tip  of  which  is  very  long.  This  may  explain 
the  fact  that  the  man  is  very  intellectual  and  may  be  doing 
some  great  work  as  a  writer,  composer  or  journalist. 

Thus,  everything  counts  in  this  science.     However,  the 

67 


Why    You    Are    What    You    Are 


features  that  are  subject  to  quick  change  concern  us  at  the 
present  ti'me  more  than  those  that  are  inflexible  such  as  nose 
and  chin.  Those  that  are  subject  to  change  almost  at  every 
different  thought  are  of  course  the  eyes,  mouth,  lips,  and  the 
skin  of  the  forehead. 


Fig.  25 
Pessimistic   Mouth 


THE  MOUTH,  LIPS  AND  CHIN 

The  next  consideration  is  the  mouth  and  lips.  The 
mouth  is  the  most  responsive  feature  of  the  whole  face,  and 
it  is  no  secret  to  humanity  that  you  can  always  tell  an  optimist 
from  a  pessimist  just  by  looking  at  the  lines  of  the  mouth. 
If  it  droops  (See  Fig.  25),  that  means  a  person  is  habitually 
brooding,  worrying,  or  else  carries  such  a  responsibility  that 

68 


Why    You    Are    What    You    Are 


it  keeps  him  at  all  times  on  the  qul  vive.  He  'may  find  it  hard, 
but  as  long  as  he  cannot  rise  above  his  responsibilities  and  get 
away  from  them  in  his  mental  attitude,  at  least  for  the  time 
being,  it  will  be  manifested  in  his  face  by  the  downward  line 
of  his  mouth.  It  is  also  known  that  persons  who  take  things 


Fig.  26 
Thin  Tightly  Closed  Lips 

too  seriously  in  life  have  that  solemn,  stern,  unpleasant,  seri- 
ous expression  about  the  mouth.  Persons  who  suppress  their 
feelings  to  the  highest  degree  have  a  firm,  tightly  closed  mouth 
with  a  straight  or  drooping  line  to  it.  (See  Figs.  26  &  27.) 
On  the  other  hand,  an  optimist  has  a  'mouth,  the  corners  of 
which  turn  up  (See  Fig.  28) — a  person  who  looks  on  the 
bright  side  of  life  and  who  is  optimistic  by  nature. 

The  general  expression  of  the  face  has  a  tendency  to 


Why    You    Are    What    You    Are 


repeat  the  indications  of  the  mouth-line ;  thus,  in  the  pessimist 
the  wrinkles  around  the  eyes  turn  down  as  well  as  the  lines 
around  the  nose.  In  the  optimist  the  opposite  occurs,  and 
all  the  lines  turn  up.  It  follows  that  we  have  the  happy  me- 
dium between  the  two: — The  straight  line  of  the  mouth  which 
indicates  its  possessor  is  neither  too  great  a  pessimist  nor  too 


Fig.  27 
Long  Upper  Lip 

great  an  optimist.  In  this  connection  it  is  well  to  mention 
the  fact  that  persons  who  are  reasonably  dependable  realize 
and  appreciate  the  responsibilities  of  life,  and  yet  are  not 
swept  away  by  them  and  are  never  slaves  to  them.  They  are 
the  persons  who  are  neither  down  in  the  dumps  nor  away  up 
in  the  clouds.  While  they  look  up  they  keep  their  feet  on 
the  ground.  To  this  type  belongs  the  man  whom  we  call  in 

70 


Why    You    Are    What    You    Are 


Character  Analysis,  the  decisive  character.  We  shall  de- 
scribe the  indications  of  this  character  thus : — He  has  neither 
a  too  tightly  nor  a  too  loosely  closed  mouth,  but  rather  more  of 
a  straight  line  across  it;  he  has  a  steady  but  determined  look, 
with  an  expression  in  the  face  that  is  neither  too  light-hearted 
nor  gloomy, — an  alert  expression  so  to  speak,  that  is  apt  to 
change  like  a  flash  of  lightning.  He  is  the  type  one  ought  to 
look  out  for;  he  comes  at  you  with  such  a  tremendous  degree 


Fig.  28 
Optimistic  Mouth 

of  positiveness.  The  lips  of  the  decisive  mouth  are  neither 
thin  nor  thick;  they  are  well-shaped,  and  denote  among  other 
things,  a  normal  sympathy  balanced  with  common  sense. 

As  to  the  study  of  the  lips: — The  upper  lip  has  some- 
thing to  do  with  the  human  will,  and  there  are  records  of  many 
observations  which  show  that  a  long,  upper  lip  denotes  deter- 
mination, persistency  and  strong  will-power.  When  it  is 
stiff  and  hard  with  a  touch  of  thickness  across  it,  especially  at 
each  end,  it  stands  for  stubbornness,  obstinacy  and  an  inflex- 
ible determination  to  accomplish  the  ends  sought,  regardless 

71 


Why    You    Are    What    You    Are 


of  opposition  or  obstacles.  It  is  the  lip  of  a  "die-standing" 
man.  This  type  with  the  stiff,  upper  lip,  succumbs  as  a  rule, 
completely,  rather  than  adapt  himself,  compromise  or  give 
in  to  the  opposite  forces  or  his  contestants — a  good  quality 
carried  to  the  extreme.  By  that,  we  mean  he  has  firmness  and 
determination,  which  if  not  guarded,  will  turn  to  stubbornness 
and  lack  of  compromise. 

Lips  that  are  full  denote  generosity,  a  sentimental  and 
emotional  character.  If  lips  are  unusually  large  it  may  de- 
note extremely  strong  appetites  and  passions  in  a  person, 
which  either  have  to  be  gratified  or  else  controlled  by  an  un- 
usual exertion  of  the  will-power.  Persons  of  that  type  are 
frequently  slaves  to  their  passions  and  appetites  and  often  find 
it  difficult  to  control  them  so  as  to  be  adaptable  to  conditions 
and  surroundings. 

Tightly  closed  mouths,  as  we  have  already  mentioned, 
denote  lack  of  sympathy,  reserve,  self-control,  practicality, 
reason  and  a  calculative  mind. 

The  loose  or  partially  open  mouth,  denotes  loose  charac- 
ter and  lack  of  self-control — very  often  a  type  that  is  easily 
led  and  influenced  by  other  people.  The  happy  medium  be- 
tween these  two  is  the  decisive  mouth  which  is  neither  too 
firm  nor  too  loose. 

Once  in  a  great  while  we  may  'meet  a  type  that  has  a 
twisted,  sarcastic,  cynical  expression  of  the  mouth — and  that  is 
just  what  it  stands  for.  It  denotes  the  fault-finding  type,  the 
critical,  sneering  individual  who  minds  everybody's  business 
but  his  own.  He  delights  in  sarcastic  remarks  and  in  acid 
and  stinging  comments,  and  as  a  rule  is  a  mental  cripple — a 
most  undesirable  type. 

72 


You    Are    What    You    Are 


There  are  also  the  so-called  well-shaped  mouths  that 
have  no  other  definition  but  a  pleasant  expression,  almost  flaw- 
less in  its  physical  aspect;  well-moulded,  neither  large  nor 
small — a  good  feature,  altho  it  has  no  special  indication  in 
regard  to  character.  We  will  si'mply  say  it  is  the  mouth  of  a 
simple,  honest-to-goodness  individual. 


Fig.  29 

An  Ideal  Type  in  Form  Convex  Forehead  and 
Nose.     Concave  Eyes,   Mouth  and  Chin 

Last,  but  not  least,  the  study  of  the  chin.  Altho  the  chin 
is  not  as  plastic  as  the  mouth  it  has  its  own  peculiarities,  and 
denotes  strength  or  weakness  of  character.  Thus,  a  small, 
deficient  chin  stands  for  weakness  of  will  and  physical  en- 
durance, and  unless  it  is  counterbalanced  by  other  features  it 
always  denotes  that. 


You    Are    What    You    Are 


The  strong,  large  but  well-proportioned  chin  (See  Fig. 
29)  stands  for  'mental  back-bone,  whereas  the  weak  chin  de- 
notes mental  wish-bone,  and  also  tremendous  physical  energy 
and  endurance.  Perhaps  the  best  study  of  the  qualities  of 
the  will-power  can  be  observed  in  the  chin.  Thus,  when  one 


Fig.  30 

Dent  on  the  Chin  Showing  an  Active 
Strong  Will 

observes  a  dent  between  the  lower  lip  and  the  chin,  (See  Fig. 
30)  we  know  that  it  was  made  by  a  constant  application  of  the 
will  which  causes  the  chin  to  vibrate;  it  is  a  strong  and  just 
indication  of  the  habitual  and  frequent  use  of  the  will-power 
and  action.  Sometimes  it  denotes  nervousness,  but  more 
often  it  is  an  indication  of  a  constant  application  of  the  will 
in  overcoming  obstacles  and  solving  the  problems  of  life. 
This  self-made  dent  'may  be  observed  in  both  a  small  and  large 

74 


Why    You    Are    What    You    Are 


chin,  and  is  accounted  for  by  deliberate  endeavor  and  effort 
on  the  part  of  the  individual.  Because  the  application  of  the 
will-power  is  directly  in  the  hands  of  the  individual,  any  one 
may  develop  his  will  if  he  so  desires,  and  sooner  or  later  it  will 
be  manifested  in  the  expression  of  the  chin  and  in  the  general 
expression  of  the  face.  It  is  a  remarkable  revelation,  how 
much  Shakespeare  knew  about  the  connection  between  the 
character  and  the  face.  In  the  light  of  this  science,  he  spoke 
very  truly  when  he  wrote  that  memorable  line  in  "Macbeth*' 
that  is  as  follows: — "My  Thane,  your  face  is  like  an  open 
book,  wherein  men  may  read  strange  matters." 


CHAPTER  NINE 


The  Combination  Types 

IT  would  be  a  very  simple  matter  to  teach  any  one  to  read 
character  at  sight,  were  there  no  other  types  but  the  so- 
called  "pure  types."  By  this,  for  instance,  we  mean  the 
pure  mental,  where  there  is  not  the  slightest  doubt  in  what  di- 
rection the  type  manifests  itself.  But,  as  a  matter  of  fact,  we 
find  very  few  "pure  types" ;  the  majority  of  people  belong  to 
the  so-called  "combination"  or  'mixed  type.  This  means  there 
is  such  a  combination  of  different  variables,  that  at  first  sight 
there  is  a  confusing  and  contradicting  impression.  So  the 
aim  of  this  chapter  is  to  instruct  the  student  how  to  make  the 
right  conclusion  in  such  cases,  and  how  to  be  able  to  read  the 
combination  type  as  easily  as  any  of  the'm. 

As  we  have  said  repeatedly,  one  should  strive,  especially, 
to  grasp  every  principle  separately,  and  this  is  why : — If  one 
knows  the  meaning  of  each  variable,  it  will  be  of  enormous 
help  in  reading  the  combination  types.  We  shall  endeavor 
to  make  the  meaning  clear  by  the  following  example : — Sup- 
pose before  us  stands  this  mixed  type.  His  physical  appear- 
ance is  as  follows: — 70  on  the  color  scale,  pure  convex  type; 
motive  mental;  fine  texture;  elastic  consistency;  narrow,  long 
head,  medium  round.  He  is  mediu'm  in  size,  has  square  hand 
modified,  and  his  expression  is  wide  awake. 

The  color  would  show  he  is  slow  and  conservative ;  the 
form  that  he  is  positive  and  quick  in  expression.  Structure 
adds  to  the  last  and  makes  him  very  energetic  and  somewhat 

76 


Why    You    Are    What    You    Are 


imposing  or  overbearing,  but  his  texture  modifies  the  whole, 
and  altho  he  would  naturally  be  aggressive,  it  will  be  in  a 
tactful,  smooth  way.  Elastic  consistency  will  add  more 
vitality  to  the  character,  but  here  co'mes  in  the  diplomatic,  nar- 
row, long  head,  and  the  whole  story  changes.  Why?  Be- 
cause the  proportion  of  the  head,  after  all,  is  the  most  im- 
portant. Now  his  natural  impulse  is  to  go  ahead,  but  his 
foresight  and  his  lack  of  an  over-abundance  of  fighting  quali- 
ties (which  are  always  found  in  connection  with  the  wide 
head)  will  keep  him  from  plunging  headlong.  In  this  un- 
usual combination,  there  is  a  hard  fight  within  the  man;  al- 
most a  duplex  nature.  And  we  sometimes  have  this  type. 
Again,  added  to  his  convex  qualities  there  is  the  medium  size 
and  medium  round  head,  denoting  recklessness;  but  we  also 
have  the  square  hand,  which  stands  for  caution.  So  there 
we  are;  almost  every  quality  (or  variable)  is  modified  by 
something  else.  The  only  solution  in  this  case  is  to  find  out 
how  many  positives  and  how  many  negatives  there  are.  The 
larger  number,  of  course,  will  win,  providing  the  most  im- 
portant indications  are  thrown  on  the  scale  of  positive  quali- 
ties. In  this  case,  the  proportion  of  the  head  to  a  large 
degree  changes  everything.  In  other  words,  in  such  a  case 
one  must  take  each  feature  by  itself,  and,  step  by  step,  see 
how  many  there  are  pro  and  con. 

It  is  an  excellent  training  to  check  up  the  qualities  in  a 
person  that  denote  more  or  less  the  sa'me  characteristics. 
So  one  may  check  up  the  things  that  stand  for  energy  and  ag- 
gressiveness. For  the  sake  of  starting  the  student  in  this 
direction,  we  will  enumerate  such  qualities.  Thus,  blonde 
color,  convexity  of  profile,  motive  type  in  structure,  small- 
size,  coarse  texture,  hard  or  elastic  consistency,  rigid  or  elastic 

77 


Why    You    Are    What    You    Are 


flexibility,  wide  head,  short  head,  low  head,  large  base  divi- 
sion, wide,  high  cheek  bones,  firm  walk  and  handshake — all 
unmistakable  indications  of  energy  and  aggressiveness.  Hence 
if  you  meet  a  type  that  has  more  than  one  indication  of  energy, 
be  sure  it  is  an  energetic  type.  The  absence  of  such  would 
mean  the  reverse.  This  practice  method  may  also  be  illustrated 
by  checking  up  other  traits  in  accordance  with  the  variables. 
For  instance,  in  regard  to  honesty.  These  are  the  indica- 
tions:— Wide  open  eyes,  high  crown,  square  head  and  hands, 
high  head  in  general,  long  head  and  a  great  middle  section 
(seat  of  imagination),  often  a  large  sympathy  section  known 
as  the  "temporal"  section,  medium  in  color,  straightforward, 
sincere  .and  convincing  in  expression,  open  and  eccentric  ges- 
tures, pleasing  and  natural  voice,  straight-in-the-face  look,  and 
no  hesitation  or  divergence  in  manner — all  indications  of  hon- 
esty. 

We  shall  here  give  another  example  of  the  combination 
type: 

General  Description: 

Blonde — 35    on  color  scale. 

Plain,  tending  to  concave,  forehead. 

Convex  eyes. 

Plain  nose. 

Concave  mouth. 

Concave  chin. 

Size — 5   ft.   9  in.    (woman). 

Weight— 180  Ibs.   (30  Ibs.  overweight). 

Vital  mental  in  structure. 

Exceedingly  fine  texture. 

Soft,  elastic  consistency,  pliable  hand. 

78 


Why    You    Are    What    You    Are 


Face  Proportions: 

Energy,  vitality   and  endurance  balanced. 

Head — high,  wide;  long  front,  short  back,  medium  square  cranium. 

I,  Top;  2,  middle;  3,  base. 

i,   front;   2,   crown;   3,   temporal. 

4,  back. 

Forehead — high,  wide,  medium  square ;  wide  below,  slightly  prom- 
inent below. 

Expression — quite   reserved. 

Hand — small,  conical;  medium  long,  smooth  fingers,  slightly 
square  tips.  Very  refined  hands.  Thumbs  cylindrical, 
modified  by  conical  tip,  small  in  size,  but  low  set.  Quite 
flexible  at  both  joints. 

Short  upper  lip,  wide  open  eyes,  somewhat  backward  attitude 
in  meeting  people  and  yet  keen  in  noticing  things. 

Here  we  have  a  type  that  is  an  excellent  study.  As  we 
see  from  the  color,  it  is  a  domineering  and  speculative  type, 
with  some  originality.  The  form  considerably  modifies  it,  mak- 
ing the  individual  somewhat  slow,  theoretical  and  procrastinat- 
ing. The  size  tends  even  more  to  make  this  individual  slow 
and  inactive,  in  fact  lazy.  Structure  may  change  this  type  to  an 
active  one,  at  least  mentally;  not  so  much  in  a  practical  sense 
but  rather  in  the  way  of  dreamy  imaginings.  Thus,  a  real 
blonde  type,  so  far  as  we  can  see,  has  been  modified  into  a 
type  with  a  brunette's  tendencies  and  aspects.  Now,  the  tex- 
ture makes  this  type  still  more  negative  so  far  as  activity  is 
concerned.  Being  exceedingly  refined,  it  makes  it  very  hard 
for  her  to  get  along  with  people  and  conditions,  and  the  re- 
sult is  dissatisfaction  and  worry.  The  type  is  over-sensitive  to 
good  and  bad,  hence  subject  to  folly  under  temptations  and 
bad  influences.  Feelings  override  reason  and  judgment,  and 

79 


Why    You    Are    What    You    Are 


are  in  constant  controversy.  Result — indecision  and  inaction. 
Judgment  (vital  mental  type)  says  "yes,"  feelings  say  "no"; 
refined  tastes  (due  to  fine  texture)  are  not  satisfied  to  acquire 
things  by  honest  means,  because  of  aversion  to  hard  work, 
but  the  craving  is  very  great,  so  is  the  determination  to  get 
the'm  (strong  chin).  Blondeness,  a  high  head  and  concave 
chin  makes  the  person  speculative  and  willing  to  take  a  chance, 
so  under  temptation  one  may  surmise  the  outcome. 

Again  when  we  study  the  head  which  is  high,  wide,  long 
front,  short  back  and  only  medium  square,  it  appears  that 
the  ambitions  are  great;  imagination  active  and  resourceful. 
There  is  great  foresight  as  to  the  outcome  of  events,  but  am- 
bitions and  a  desire  to  gratify  them  are  in  constant  war  with 
the  prudence  (high  crown)  and  caution  (squareness  of  head). 
Up  to  the  present,  we  see  that  the  individual  is  doing  nothing  in 
particular,  yet  liable  to  do  almost  anything  at  any  time.  The 
thorough  understanding  of  the  above  complications  and  modi- 
fications in  character  would  greatly  aid  this  individual.  For, 
knowing  those  contradictory  tendencies,  she  should  act  more 
promptly  and  decisively  or  else,  after  a  brief  but  intense  con- 
sideration of  a  subject,  dismiss  it  altogether.  The  natural 
tendency,  however,  would  be  to  brood  over  things  and  finally 
either  jump  to  conclusions,  or  more  often,  do  absolutely  noth- 
ing and  go  on  ruminating:  possibly  a  decision  when  made  may 
result,  after  a  good  deal  of  deliberation,  in  writing  of  some 
kind  (mental  type).  This  brief  su'mmary  under  discussion 
will  aid  the  student  greatly  in  dealing  with  the  type. 


80 


CHAPTER  TEN 


The  Hands  Classified 

THERE  are  six  kinds  of  hands  to  be  considered  in  this 
chapter.  There  are  more  than  six  in  all,  but  the  student 
may  familiarize  himself  with  the  others  by  reading  an 
especially  good  book  on  the  subject:  "The  Laws  of  Scientific 
Hand  Reading"  by  Professor  Wm.  G.  Benham,  published  by 
G.  P.  Putnam's  Sons,  New  York, — a  volume  we  recommend 
only  to  those  who  intend  to  make  an  extensive  study  in  this 
direction.     For  the  general  need  and  application  in  character 
reading,  six  types  of  hands  are  sufficient: — The  square,  phil- 
osophical, psychic,  conical,  spatulate  and  elementary. 

The  square  hand  (See  Fig.  31)  denotes  a  practical,  sci- 
entific, matter-of-fact  person,  with  an  ability  to  make  use  of 
every  power.  It  is  the  hand  of  the  commercial  type  which 
could  commercialize  anything,  and  cash  into  material  wealth 
all  his  gifts  and  abilities;  the  business  type  of  individual,  who 
takes  nothing  for  granted.  He  is  skeptical,  analytical  (in 
the  scientific  sense  of  the  word),  and  must  be  shown  facts 
every  time;  he  does  not  rush  or  speculate,  and,  as  a  rule,  is 
slow  but  sure;  he  is  very  calculating  and  full  of  common  sense; 
also  somewhat  slow  and  unsympathetic,  especially  with  im- 
practical, unsystematic  people  who  make  blunders  because  of 
their  lack  of  practicability.  In  business  or  elsewhere  the 
square  hand  causes  one  to  apply  everything  practically  and 
scientifically,  other  things  being  equal. 

81 


Why    You    Are    What    You    Are 


THE  PHILOSOPHICAL  HAND 

(See  Fig.  32) 

This  hand  is  a  modification  of  the  square  hand,  altho 
it  partakes  of  many  qualities  on  a  higher  plane  of  the  afore- 


Fig.  34 
Conical    Hand 
and   Thumb 


Fig.  35 

Spatulate   Hand   and 
Spatulate   Thumb 


Fig.  31 

Square  Hand  With 
Paddle  Thumb 


said  type.  (See  the  plates  on  page  85,  showing  the  compari- 
son of  the  two.)  They  both  are  square  in  palm  and  have 
square  finger  tips,  except  that  the  philosophical  hand  has 

large  knuckles,  and  the  skin  is  like  old  bark  on  a  birch  tree 

a  bit  shriveled  up.  The  large  or  swollen  joints  on  the  fingers 
are  a  sure  indication  of  the  philosophical  hand  (if  that  is  not 
caused  by  rheumatism,  which  is  often  the  case).  So  the  stu- 
dent Would  do  well  to  ask  the  person  analyzed  if  he  has  had 

82      ' 


Why    You    Are    What    You    Are 


rheumatism,  and  if  not,  be  sure  this  is  the  philosophical  hand. 
The  meaning  of  the  philosophical  hand  is  this : — Independent 
and  free  thinking  ability,  leadership  in  new  sciences  and  the- 
ories, a  philosophically  but  practically  inclined  'mind.  It  is 
a  practical  philosopher  type,  that  is,  altho  he  may  be  dealing 
with  extraordinary  values,  this  type  would  make  a  practical 
application  of  the  apparently  abstract  and  impractical  things. 
It  is  the  hand  of  a  reformer,  the  savant,  and  investigator  in 
the  higher  realm  of  human  behavior, — as  Psychology,  Prac- 
tical Religion  and  Philosophy,  Astronomy  and  Metaphysics; 
the  pioneer  type  in  human  thought  and  science,  and  therefore 
little  respects  traditions,  customs,  conventionalities  and  rules; 
he  will,  if  necessary,  stand  alone  for  the  sake  of  scientific 
truth,  and  is  not  baffled  by  the  opinions  of  the  world.  As  a 
rule,  we  find  this  type  is  most  influential  in  human  society, 
and  is  chosen  to  assume  leadership.  High  principles  and  the 
truth  are  the  two  chief  characteristics  of  this  individual;  if 
the  world  does  not  agree  with  him,  he  'merely  says,  "Truth  is 
truth  and  it  can  never  be  otherwise." 

THE  PSYCHIC  HAND 

(See  Fig.  33) 

This  hand  belong  to  the  highly  refined  and  imaginative 
nature.  The  nervous  system,  rather  than  the  intellect,  is  the 
predominating  feature  of  this  character.  The  possessor  of 
this  type  of  hand  is  very  strong  on  the  emotional  side  of  life; 
is  keen,  responsive,  intuitive,  intense  in  love  and  hatred;  is 
passionately  devoted  to  beauty,  art,  the  abstract  and  stim- 
ulating; has  a  thrilling  nature  which  is  bored  by  the  common- 
place, and  seeks  the  unfathomed,  unexplored,  mysterious,  un- 
usual, romantic,  fascinating,  highly  beautiful  and  artistic. 


Why    You    Are    What    You    Are 


(See  illustration  on  the  opposite  page.)  Poets,  painters, 
composers,  dramatic  and  classic  actors,  leading  'motion  picture 
stars, — practically  all  have  psychic  or  modified  psychic  hands. 
By  modified  we  mean  slightly  approaching  the  conical  hand, 
which  we  will  next  consider.  Thus,  we  see  that  the  psychic 
hand  stands  for  the  highest  abstract  and  imaginative  qualities 
of  character,  and  often  is  not  as  desirable,  for  this  type  is 
very  sensitive  and  suffers  greatly  in  the  wrong  environment. 
Kind  Nature  often  modifies  it,  so  that  altho  it  is  highly  re- 
sponsive, there  is  enough  self-control  to  accompany  it.  A  re- 
markable will  is  often  associated  with  this  hand,  and  so  the 
unusual  dynamic,  magnetic  forces  are  here  properly  directed 
and  exercised.  As  the  feelings  are  very  keenly  developed  and 
active,  this  type  is  able  to  cry  and  laugh  almost  at  will,  and 
as  a  consequence  puts  soul  into  his  work,  whatever  it  friay  be. 
This  type  paints  pictures  that  have  the  spirit  of  the  master 
in  them,  or  creates  poetry  and  drama  which  are  also  perme- 
ated with  feeling — the  kind  of  works  recognized  by  us  as  fine 
artistic  productions.  Thus,  if  this  type  receives  technical 
training,  it,  as  a  rule,  produces  immortal  and  elevating  re- 
sults— attributes  of  genius. 

THE  CONICAL  HAND 

• 

(See  Fig.  34) 

This  hand  is  a  modification  of  the  psychic  hand,  and 
therefore  denotes  the  qualities  of  character  ascribed  to  the 
latter,  only  in  a  modified  degree.  It  is,  however,  more  prac- 
tical and  in  very  respect  less  artistic  or  imaginative.  We  call 
it  the  happy  .medium  between  the  very  practical  and  highly 
imaginative  type.  We  find  persons  with  conical  hands  doing 

84 


You    Are' What    You    Are 


dra'matic  work,  writing  books,  engaged  in  salesmanship,  lec- 
turing, preaching,  and  even  engaged  in  financial  fields  of  en- 
deavor. They  are  beauty-loving  and  artistic,  but  not  exces- 
sively so.  Rarely,  however,  do  we  find  a  conical  hand  un- 


Fig.  32 

Philosophical   Hand 
and   Square   Thumb 


Fig.  33 

Psychic  Hand  and 
Cylindrical   Thumb 


Fig.  36 

Elementary    Hand 

with  Clubbed 

Thumb 


modified  by  other  features.  It  is  often  so  modified  by  fin- 
gers with  square  tips,  by  squareness  of  head,  or  some  other 
quality  that  counter-balances  the  artistic  on  a  basis  of  prac- 
tical and  artistic  in  an  equal  degree.  The  conical  hand,  no 


85 


Why    You    Are    What    You    Are 


matter  what  other  tendencies  it  may  imply,  especially  has  an  in- 
dication of  refinement  and  artistry  in  the  execution  of  what- 
ever work  it  happens  to  do;  therefore,  it  is  a  modifying  fac- 
tor in  every  case  toward  the  imaginative,  artistic  and  refined. 

THE  SPATULATE  HAND 

(See  Fig.  35) 

The  most  unusual  hand  is  known  as  the  spatulate.  It 
may  be  modified  by  different  combinations  of  shapes  of  thumbs, 
but  its  general  indication  (as  shown  in  illustration),  is  a  pro- 
nounced width  at  the  ends  of  the  fingers,  and  at  the  top  of 
the  palm.  It  is  called  spatulate  because  it  resembles  the 
spatula  of  a  druggist.  It  is  an  indication  of  tremendous  ner- 
vous and  mental  energies  and  frequently  belongs  to  a  man 
of  genius.  At  any  rate,  it  is  a  sure  sign  of  brilliancy  in  some 
line,  and  very  often  enables  its  possessor  to  work  on  the 
strength  of  his  nervous  energy  rather  than  his  physical  or 
mental  energies.  If  it  is  also  reinforced  by  a  spatulate  thumb, 
it  denotes  a  driving  will,  an  intense  mind,  and  an  unco'm- 
promising  character.  Persons  who  possess  this  hand  are 
independent,  aggressive,  domineering — pioneers  in  the  lines 
that  are  shown  in  the  proportion  of  their  heads  and  other 
features.  This  specimen  of  hand  is  very  rare  indeed,  and 
students  should  take  special  pains  to  study  one  when  they 
have  an  opportunity  to  do  so. 

THE  ELEMENTARY  HAND 

(See  Fig.  36) 

This  hand  is  shapeless  in  appearance,  and  resembles  the 
paw  of  a  bear.  It  is  clumsy  in  shape  and  motion  and  is 
especially  adapted  for  lifting  heavy  loads,  and  for  work  that 


Why    You    Are    What    You    Are 


requires  no  skill,  but  only  muscular  and  physical  strength.  It 
is  neither  square  nor  round,  neither  thin  nor  thick.  Perhaps 
its  most  pronounced  peculiarity  is  its  chunky,  rough  and  rude 
appearance.  This  hand  is  the  easiest  of  all  to  study,  because 
every  common  laborer  possesses  it,  and  one  has  only  to  watch 
the  ditch  diggers  and  highway  workers  to  observe  an  illus- 
tration of  this  type.  The  supplemented  illustrations  will  also 
give  the  student  an  idea  of  this  hand. 

THE  STUDY  OF  THUMBS 

In  connection  with  the  study  of  the  hand,  it  will  be  desir- 
able to  study  also  the  shape  of  the  thu'mbs.  We  will  con- 
sider, for  the  convenience  of  the  student,  only  the  most  com- 
mon and  typical  shapes  of  thumbs.  There  are  six  in  all: — 
Clubbed,  paddle,  cylindrical,  spatulate,  conical,  and  square. 

In  appearance  the  clubbed  thumb  (See  Fig.  36)  is  like  a 
policeman's  club  and  in  regard  to  character  it  has  an  unusual 
significance.  Briefly  it  means  driving,  crushing,  very  intense 
outbursts  of  will-power,  often  smouldering  beneath  a  quiet 
natured  person,  driving  hi'm  in  spite  of  himself.  The  study  of  a 
clubbed  thumb  is  very  interesting  indeed,  for  when  all  the  other 
indications  fail,  it  may  unlock  the  mystery  of  a  person's  behav- 
ior. A  case  in  point: — It  was  my  opportunity  to  meet  several 
people,  practically  all  of  whose  features  denoted  weakness 
of  character  and  lack  of  manhood,  but  who  possessed  clubbed 
thumbs,  and  as  a  matter  of  fact  they  were,  regardless  of  weak 
points,  which  the  other  features  indicated,  doing  a  consider- 
able amount  of  useful  work.  In  other  words,  their  tremen- 
dous will-power  enabled  them  to  apply  to  the  highest  degree 
whatever  talents  they  possessed.  This  means  that  a  strong 
will  enables  one  to  make  more  use  of  one  talent,  than  ten 

87 


Why    You    Are    What    You    Are 


talents  could  acco'mplish  without  forceful  will-power.  When 
this  will  is  met  in  a  very  strong  character,  and  is  indicated  by 
many  other  features,  this  indicates  an  overbearing,  over-em- 
phatic and  a  too  positive  and  aggressive  nature,  and  makes 
either  for  an  unusual  leader  or  an  undesirable  nuisance. 
Whatever  other  indications  there  are,  a  clubbed  thumb  is  a 
sign  of  tremendous  will. 

THE  PADDLE  THUMB 

(See  Fig.  31) 

This  thumb  is  a  modification  of  a  spatulate  thumb,  of 
which  we  are  shortly  going  to  speak.  The  paddle-shape 
thumb  resembles  a  canoe  paddle;  that  is,  the  end  of  the  thumb 
from  the  first  joint  up  to  the  tip  is  broad  and  square  in  appear- 
ance, like  an  oar.  This  stands  for  tremendous  will-power,  mod- 
ified by  common  sense,  logic,  judgment  and  deliberation.  It 
has  enough  strength  to  accomplish  things,  but  does  not  drive 
an  individual  to  the  limit.  However,  it  indicates  by  no  means 
a  vacillating  will ;  there  is  a  greater  tendency  on  its  part  to 
be  too  strong  than  too  weak.  In  a  case  like  this,  an  individ- 
ual should  employ  judgment  founded  on  strength  of  char- 
acter to  hold  him  in  check,  and  to  direct  him  rightly.  This, 
like  other  indications  of  will,  may  result  in  a  tendency  on  the 
part  of  an  individual  to  drive  himself  by  the  sheer  force  of 
nervous  energy.  However,  this  is  not  as  difficult  to  'manage 
as  the  one  we  shall  speak  of  next.  Once  in  awhile  a  student 
may  meet  an  individual  who  will  have  a  perfect  example 
of  this  thumb.  When  he  does  it  will  leave  a  clear  impres- 
sion on  his  consciousness,  and  he  will  recall  the  study  for  a 
long  time.  Remember,  it  is  not  very  often  that  we  meet  this 
unusual  type. 


Why    You    Are    What    You    Are 


THE  SPATULATE  THUMB 

(See  Fig.  35) 

The  spatulate  thu'mb  is  an  indication  of  an  aggres- 
sive, driving  and  uncompromising  will;  not  as  peculiar  and 
excessive  as  the  clubbed  thumb,  but  in  its  peculiarities  it  is 
to  a  certain  degree  akin  to  it.  It  denotes  an  overwhelming 
amount  of  mental  and  nervous  energy,  and  enables  one,  in 
spite  of  physical  limitations  or  vital  organic  weaknesses,  to 
accomplish  a  great  amount  of  work,  mental  work  especially. 
It  shows  a  will  that  will  never  budge — a  will  that,  if  it  is  not 
controlled  by  good  judgment  and  reason,  may  drive  a  man  on 
to  the  danger  point  of  a  break-down.  An  understanding  of 
such  force  on  the  part  of  its  possessor  is  undoubtedly  the  most 
beneficial  thing  that  he  may  possess.  Aware  of  his  own 
strength,  he  will  therefore  be  able  to  direct  it  usefully  in  a 
conscious  way  and  with  discretion. 

THE  CYLINDRICAL  THUMB 

(See  Fig.  33) 

This  thumb  is  the  'most  desirable  indication  of  human 
will.  Great  authorities  maintain  that  it  is  an  indication  of 
a  diplomatic,  tactful,  forceful  and  desirable  will,  at  the  acme 
of  its  power.  It  accomplishes  its  ends  without  much  annoy- 
ance, either  to  the  individual  who  possesses  it,  or  to  the  out- 
side world  from  which  the  results  are  obtained.  It  is  neither 
a  crushing  nor  a  submissive  will.  It  enables  one  to  be  force- 
ful, yet  sufficiently  adaptable  and  compromising  to  enlist  peo- 
ple's co-operation  without  coercion  or  compelling  submission. 
It  is  the  will  that  wins  by  convincing  rather  than  by  forcing. 
This  thu'mb  may  be  singled  out  by  its  cylinder-like  appearance. 
It  is  long  and  round  in  appearance,  with  sometimes  an  equal 

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Why    You    Are    What    You    Are 


shape  throughout,  and  sometimes,  modified  at  the  end  by  a 
conical  tip,  which,  generally  speaking,  does  not  add  to  nor 
subtract  from  its  strength. 

THE  CONICAL  THUMB 

(See  Fig.  34) 

This  thumb  has  the  appearance  of  a  cone,  and  in  extreme 
cases  denotes  a  too  agreeable,  too  much  yielding  of  will.  It 
is  the  will  of  a  person  who  does  not  like  to  meet  obstacles, 
but  gains  points  by  non-resistance.  Very  often  it  is  an  indi- 
cation of  flexibility  of  mind,  vivacity,  and  resilience  of  char- 
acter in  struggling  with  stronger  forces  and  stronger  natures. 
This  is  the  will  of  an  individual  who  indirectly  gains  his  ends 
rather  than  otherwise. 

THE  SQUARE  THUMB 

(See  Fig.  32) 

The  square  thumb  is  an  indication  of  a  frugal,  positive, 
and  practical  will  that  is  strong,  yet  reasonable,  with  a  good 
deal  of  the  strength  modified  by  caution  and  sagacity  of  ex- 
perience. It  is  really  a  modification  of  the  paddle-shaped 
thumb,  and  partakes,  only  in  a  lesser  degree,  of  the  qualities 
ascribed  to  that  particular  thumb.  It  is  an  indication  of  a 
strong  will  that  is  not  extreme  either  way,  but  approaches 
very  closely  to  the  cylindrical  type.  This  thumb  has  through- 
out, squareness  in  -appearance  and  can  be  noted  by  students 
with  little  experience  in  studying  different  shapes  of  thumbs. 
These  are,  in  general,  all  the  types  of  thu'mbs  we  shall  study 
in  the  science  of  Character  Analysis. 


90 


CHAPTER  ELEVEN 

Expression  and  Condition — or  the  State  of  Mind  and  Body 

OCCASIONALLY  we  meet  persons  who  look  strong  and 
healthy,  yet  so'mehow  or  other  they  make  no  headway  in 
life.  We  study  them  carefully  and  find  they  have  good 
combinations  in  features,  such  as  shape  of  head,  etc.,  and  we 
are  puzzled  more  than  ever.  Now  what  is  the  reason?  Simply 
an  inherited  or  acquired  illness,  physical  and  mental,  hence 
a  portion  of  this  chapter  will  be  devoted  to  the  different  states 
of  mind  and  body  and  how  they  may  be  recognized. 

We  should  remember  that  only  an  harmonious  co-ordina- 
tion of  mind  and  body  enables  one  to  use  all  the  talents  given 
him,  or  in  other  words  he  'may  acquire  a  synchronous  state 
of  mind  and  body.  We  know,  for  example,  that  poisonous 
emotions  such  as  worry,  fear  and  anger,  paralyze  digestion, 
destroy  brain-cells,  and  retard  a  proper  circulation  of  the 
blood.  The  converse  is  also  true.  When  the  body  is  not 
at  its  best,  the  mind  does  not  function  properly.  It  follows 
then  that  mind  and  body  are  one  and  if  either  is  affected,  both 
suffer.  We  may  have  all  the  indications  of  a  great  character 
before  us,  but  if  it  lacks  physical  stamina,  we  have  an  ab- 
normal situation  and  should  know  that  unless  bodily  handi- 
caps are  overcome  there  is  little  we  can  do.  We  shall  see  in  the 
chapter  on  Child  Vocational  Guidance  that  deficiencies  of  any 
kind  must  not  be  lost  sight  of,  for  they  will  often  mislead  an 
amateur  Character  Analyst  who  is  apt  to  give  too  "much  em- 
phasis to  the  study  of  features  and  other  variables,  and  to 
overlook  or  under-estimate  the  state  of  health  and  mind. 

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Sometimes  a  very  'minute  disorder  in  an  organism  may 
cause  a  complete  change  of  whole  character — in  many  in- 
stances from  a  Dr.  Jekyll  to  a  Mr.  Hyde,  if  you  please.  It 
is  a  well-known  historical  fact  that  on  account  of  indigestion 
Napoleon  lost  his  three  great  battles;  one  was  the  battle  of 
Moscow,  the  second  the  battle  of  Leipzig,  and  the  third  the 
battle  of  Waterloo.  I  cite  this  case  in  point  that  you  may 
know  how  such  an  apparently  small  disorder  may  cause 
disaster  to  a  great  personality.  We  will  now  show  how  to 
recognize  signs  of  good  health  and  bad  health. 

If  you  but  know  how  to  read  them,  you  will  find  indica- 
tions of  good  health  in  every  feature.  Beginning  with  the  hair : 
— If  it  is  neither  too  oily,  nor  too  dry,  but  clean,  firm,  lustrous, 
and  devoid  of  dandruff,  the  person  is  in  good  health.  The 
skin  on  the  forehead  is  another  indication.  In  the  healthy 
person  it  is  clean,  clear,  smooth,  and  healthy  or  pink  in  ap- 
pearance. 

Also  there  is  no  better  way  to  judge  health  than  by  the 
appearance  of  the  eyes.  When  the  individual  is  well,  the 
gaze  is  steady,  intelligent,  full  of  penetration  and  life;  the 
eye  is  bright  and  sparkling  with  animation;  the  pupils  are 
of  normal  color,  and  the  whites  look  really  white  and  are  not 
tinged  with  other  color.  The  same  is  true  of  the  nose.  When 
a  person  is  in  good  condition,  it  is  normal  in  color  and  not 
pinched,  or  pale  and  blue.  Its  functions  are  normal  in  every 
respect  and  show  co-ordination  in  breathing  and  respiration — • 
a  proof  that  the  lungs  are  excellent  and  the  blood  properly 
supplied  with  oxygen.  The  mouth  shows  by  a  red  and  healthy 
appearance  that  the  digestive  system  is  functioning  well  and 
that  recuperative  power  is  good.  A  full  and  healthy  mouth 
area  is  a  most  positive  indication  of  nor'mal  and  proper  nour- 
ishment of  the  organism,  and  by  looking  at  this  part  of  the 

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face,  it  is  very  easy  to  tell  whether  or  not  the  person  is  of 
normal  weight.  A. strong,  firm  chin  always  denotes  good 
heart  action,  and  therefore  good  circulation  and  distribution 
of  blood  and  an  efficient  elimination  of  poisons  from  the  sys- 
tem. These  are,  in  brief,  the  signs  of  health  as  observed  in 
the  face. 

We  can  aid  ourselves  in  our  analysis  by  studying  the 
expression,  which  includes  the  voice,  gestures,  handshake, 
walk,  laughter,  postures,  and  general  appearance.  The  nor- 
mally healthy  person  has  neither  too  weak  nor  too  loud  a  voice. 
It  is  melodious  and  strong,  and  not  repulsive  or  provoking. 
It  is  a  pleasure  to  listen  to  a  good  healthy  voice  in  speech 
or  song. 

The  gestures  of  a  normal  person  are  few,  yet  well  and 
spontaneously  made.  There  is  no  sign  of  nervousness  in  the 
movements  of  the  hands  or  feet;  no  jerks  or  spasmodic  move- 
ments of  the  head  or  shrugs  of  the  shoulders.  Normally 
made  gestures  do  not  call  attention  to  themselves  and  thus 
betray  an  unharmonious  state  of  mind. 

The  healthy  individual  shakes  hands  firmly  yet  not  so 
hard  as  to  hurt  you.  The  handshake  is  full  of  warmth  and 
energy,  and  evinces  a  cordiality  that  is  simultaneously 
reflected  in  the  face.  There  is  life  in  this  normal  handshake, 
and  one  need  only  to  consciously  study  a  few  such  in  order 
to  see  what  is  meant  by  a  normal  healthy,  impressive  greet- 
ing. It  is  interesting  to  note  how  a  handshake  either  helps 
us  to  make  the  right  impression  on  strangers,  or  else  detracts 
from  it. 

The  healthy  walk  is  animated,  even,  and  firm.  The 
heels,  as  a  rule,  come  down  first,  and  there  is  a  sense  of  poise 
and  balance  in  the  carriage  of  the  body  which  shows  that 

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the  weight  is  equally  distributed,  thus  constituting  a  dig- 
nified and  impressive  bearing.  There  is  a  touch  of  vivacity 
and  exuberant  freedom  in  such  a  walk.  With  a  little  prac- 
tice, it  is  possible  to  tell  by  the  walk  alone  what  condition  a 
man  is  in.  It  would  pay  the  student  to  spend  some  time 
among  'many  pedestrians,  just  watching  their  walks  and  noth- 
ing else. 

Laughter  is  a  direct  expression  of  one's  habitual  as  well 
as  temporal  state  of  health,  and  especially  the  state  of  mind 
and  character.  The  laughter  that  is  contagious  and  full 
of  vitality  springs  from  a  cheerful  heart  and  a  clear  think- 
ing 'mind.  It  denotes  joy  of  life  and  an  ability  to  see  the 
funny  side  of  people  and  things.  The  man  who  laughs  thus 
is  immune  from  worry,  fear  and  anger — a  good  indication  of 
both  mental  and  physical  health. 

All  in  all,  the  healthy  mind  and  body  radiate  harmony, 
vitality,  life,  energy,  inspiration,  joy  and  happiness.  Coming 
in  contact  with  a  man  who '  is  more  or  less  responsive  by 
nature,  one  is  readily  permeated  with  healthy  feelings  and  is 
often  inspired  to  talk  and  laugh,  and  to  accomplish  things 
Thus  we  see  normal  health  is  not  only  indispensable  to  its 
possessor,  but  affects  humanity  in  general,  a  good  reason  for 
preserving  our  health  to  its  utmost.  Good  health,  therefore, 
is  the  greatest  blessing  on  earth.  It  has  been  said  that  a 
great  Russian  novelist,  after  he  had  contracted  an  incur- 
able disease,  said: — "Altho  I  am  recognized  as  the  greatest 
writer  in  Russia  to-day,  I  envy  the  poorest  beggar  in  the  coun-. 
try  who  has  healthy  lungs." 

The  aim  of  this  chapter  is  to  demonstrate  the  importance 
of  studying  health  in  its  relation  to  character.  The  state 
of  health  is  in  the  hands  of  every  one  born  with  a  normal  mind 

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Why    You    Are    What    You    Are 


and  body;  we  cannot  change  the  color  of  our  eyes,  but  we  can 
improve  our  physical  condition. 

Now  to  the  converse  and  less  agreeable  state  of  things: 
— In  order  to  recognize  a  bad  state  of  health  in  mind  and 
body,  we  should  proceed  by  the  same  road  as  we  have  been 
traveling  heretofore.  In  an  unhealthy  person,  the  hair  is 
cither  too  oily  or  too  dry;  it  is  full  of  dandruff;  skin  diseases 
of  the  head  are  prevalent.  The  hair  is  inclined  to  fall  out 
in  an  alarming  quantity.  The  skin  on  the  forehead  is 
wrinkled,  and  frequently  defaced  by  pimples  and  boils. 

The  eyes  of  an  unhealthy  person  are  alarmingly  dull 
and  listless — indicative  of  a  sleepy  and  tired  state  of  mind. 
The  expression  is  vacant;  there  is  a  superabundance  of  tears, 
and  the  eyes  are  blood-shot.  They  lack  the  penetrating  and 
intelligent  look  that  acco'mpanies  the  healthy  expression  of 
the  eye.  The  nose  of  a  person  who  is  permanently  or  even 
temporarily  affected  in  the  lungs,  is  pinched,  shrivelled  up; 
the  skin  is  somewhat  wrinkled  and  has  the  appearance  of  a 
baked  apple.  The  mouth  section  also  has  certain  danger 
signals.  If  the  skin  is  baggy  around  the  mouth,  lots  of 
wrinkles  manifest  themselves  clearly;  the  lips  are  blue  or 
greenish  in  color,  thin  and  pinched;  the  cheeks  at  the  sides 
of  the  mouth  are  sunken;  and  if  the  entire  appearance  of  the 
mouth  is  somewhat  sour  and  unpleasant,  this  is  a  sure  indi- 
cation of  disturbance  in  the  digestive  system,  and  poor 
recuperative  powers.  We  find  invariably  that  the  person  with 
such  a  mouth  is  greatly  underweight.  ,  When  the  heart  is 
weak  or  diseased,  the  chin  shows  it  very  plainly.  It  loses 
its  appearance  of  firmness;  it  'makes  nervous  movements  and 
the  muscles  on  and  around  it  are  contracted.  Sometimes  it 
has  an  unusual  combination  of  coloring,  such  as  red,  blue  and 
yellow  spots. 


Why    You    Are    What    You    Are 


Then,  of  course,  the  voice  also,  as  a  part  of  expression, 
is  an  indicator  of  a  bad  state  of  mind  and  body.  A  poor 
condition  can  be  detected  in  the  thin,  weak,  unpleasant  voice — 
very  boresome  and  irritating.  Often  it  is  high-pitched,  and 
at  times  the  person  will  shriek  involuntarily;  this  denotes 
the  state  of  health  that  is  getting  beyond  the  control  of  its 
possessor.  It  is  a  known  fact  that  the  voice  is  the  reporter 
of  the  state  of  mind  and  health  of  a  person;  therefore,  it  is 
very  hard  to  control  if  these  conditions  go  too  far  in  the  wrong 
direction. 

The  gestures  of  a  person  in  ill  health  lack  poise;  they 
are  out-of-place  and  nervous  in  movement;  the  feet  constantly 
tapping;  the  hands  play  with  watch  chains  or  button  and  un- 
button the  coat.  The  rubbing  of  the  hands  together  and 
playing  with  different  objects — all  these  in  a  person  denote, 
primarily,  an  unbalanced  nervous  system.  The  head  some- 
times  makes  irritating  movements  from  side  to  side,  as  do 
the  shoulders  that  shrug  on  the  least  provocation.  These 
manifestations  become  very  annoying  to  whoever  happens  to 
observe  them.  In  general,  when  gestures  show  lack  of  co- 
ordination between  speech  and  action,  it  is  one  of  the  unmis- 
takable signs  that  the  person's  condition  is  imperiled. 

The  handshake  that  is  lifeless,  weak,  and  devoid  of 
energy  is  still  another  sure  indication  of  habitual  or  temporary 
discord  in  the  human  organism.  Undoubtedly  every  one  is 
familiar  with  the  sensation  he  receives  when  he  shakes  hands 
with  a  lazy,  down-and-out,  good-for-nothing  individual;  im- 
mediately he  has  the  impression  that  he  is  shaking  hands  with 
the  tail  of  a  dead  fish,  and  an  instantaneous  realization  comes 
over  him  that  there  is  something  wrong  somewhere ;  and 
there  surely  is.  As  we  said,  this  may  be  an  indication  of  a 
temporary  or  habitual  state  of  mind  and  body,  but  it  is 

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Why    You    Are    What    You    Are 


always  the  sign  of  a  lack  of  co-ordination  between  the  physical 
and  the  'mental  functions. 

The  walk  of  an  unhealthy  person  is  shuffling,  uncertain, 
uneven,  lazy,  and  slouchy.  Its  most  striking  characteristic  is 
a  lack  of  balance  and  poise;  it  is  disproportioned,  and  in  ob- 
serving such  a  walk,  one  forms  the  impression  that  a  very 
little  push  would  be  enough  to  put  the  one  observed  out  of 
balance.  The  shoes  of  the  individual  having  such  a  walk 
are  worn,  as  a  rule,  on  the  side,  throughout  the  entire  length 
of  the  shoe,  because  the  foot  is  not  lifted  sufficiently,  but  is 
si'mply  pushed  along  in  a  shuffling  fashion.  I  have  been  told 
that  certain  experts  can  describe  the  entire  character  of  a 
person  by  studying  the  condition  of  the  shoes  after  they  have 
been  worn  for  a  given  length  of  time. 

Laughter  comes  next.  When  it  is  hysterical,  it  shows 
want  of  control  and  hence  a  lack  of  correlation  between  mind 
and  body.  Note  the  laugh  of  a  stranger  heard  for  the  first 
time.  If  it  sounds  disagreeable  it  is  an  unfavorable  sign, 
and  it  may  be  an  indication  both  of  poor  health  and  a  mean 
disposition,  or  an  unhealthy  state  of  mind  and  health,  and 
a  mean  disposition  as  well.  Beware  of  a  person  who  im- 
presses you  at  the  first  meeting  unpleasantly  with  his  laughter. 
I  have  studied  laughter  extensively  while  investigating  prison 
life  in  Europe,  and  I  have  found  that  a  scientific  knowledge  of 
laughter  is  very  helpful  indeed.  Often  I  listened  to  the  laugh 
of  a  person  in  the  next  room,  would  form  an  opinion,  and 
when  I  had  a  chance  to  study  the  individual  in  person,  I 
found  that  my  opinions  substantiated  by  an  observation  of 
the  expression  and  different  features  of  the  man  to  whom  they 
belonged  were  correct. 

The  bearing  and  posture  of  an  unhealthy  person  are 
most  depressing.  The  sight  of  such  a  person  causes  in  one 

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Why    You    Are    What    You    Are 


either  disgust,  or  sympathy  or  pity,  even  tho  the  individual 
may  not  say  a  word  or  ask  assistance  of  any  kind — an  un- 
inspiring sight,  not  conducive  to  laughter  or  pleasant,  cheer- 
ful conversation.  On  the  contrary,  it  makes  one  so'mbre, 
serious,  and,  at  least  temporarily,  moody.  It  is  very  inad- 
visable to  have  a  person  with  this  general  attitude  as  an  em- 
ployee, for  he  may  inject  the  spirit  of  gloom  and  down-heart- 
edness  into  every  one  of  his  co-workers.  It  has  been  said  of 
Napoleon  that  he  once  discharged  a  soldier  who  had  these 
undesirable  characteristics,  so  as  to  prevent  the  entire  regi- 
ment from  emulating  his  depressing  bearing  and  pessimistic 
attitude  of  mind. 

EXPRESSION 

\ 

"I,  your  glass, 

Will  modestly  discover  to  yourself 
That  of  yourself  which  you  yet  know  not  of." 
—Julius  Caesar:  Act  I.  Sc.  II. 

Man's  outward  appearance  is  nothing  but  the  reflection 
of  his  inward  thoughts.  According  to  the  standard  diction- 
aries, expression  is  defined  as  follows: — "That  which  is 
expressed  by  countenance,  a  posture,  a  work  of  art  and 
the  like;  look,  as  indicative  of  thought  or  feeling;  for 
instance,  'we  favor  a  pleasing  expression  of  countenance'  " ; 
or  again,  "expression  is  the  visible  muscular  action  and 
organic  reaction  of  the  body  in  response  to  invisible  thought 
and  feeling."  Thus,  the  expression  of  the  face  can  be 
changed  at  will.  So  we  find  that  all  our  expressions  are  due 
to  our  ways  and  modes  of  thinking.  There  was  never  a  truer 
statement  made  to  that  effect  than  this: — "As  a  man  thinketh 
in  his  heart,  so  is  he." 


Why    You    Are    What    You    Are 


Following  our  usual  order,  we  will  explain  the  meaning 
of  the  expression  as  we  find  it  in  different  features  of  the 
face,  body,  voice  and  laughter.  Considering  the  lines  of  the 
face,  it  is  important  to  remember  that  all  lines  that  turn  up 
indicate  an  habitually  optimistic  way  of  thinking — the  visible 
manifestation  of  looking  on  the  bright  side  of  life.  Especially 
is  it  true  when  the  wrinkles  around  the  eyes  turn  up  as  a  per- 
son is  in  the  act  of  smiling.  If  you  are  not  sure  as  to  whether 
the  person  you  are  talking  with  is  an  optimist  or  pessimist,  tell 
him  the  best  joke  you  know  and  watch  him  smile,  observing 
especially  as  he  does  so  the  corners  of  his  eyes  and  the  direc- 
tion of  the  wrinkles  while  he  is  enjoying  your  joke.  It  is 
also  significant  that  if  the  skin  on  the  entire  face  is  smooth 
and  has  good  color,  it  indicates  an  habitually  healthy  attitude 
of  'mind.  A  healthy  and  pleasant  expression  seldom  goes 
with  a  degraded,  immoral  character,  and  the  converse  is  also 
true  that  the  habitually  immoral  and  degraded  way  of  think- 
ing never  accompanies  a  healthy  and  pleasant  outward  ex- 
pression. In  other  words,  it  is  action  and  reaction  between 
mind  and  body,  and  those  who  understand  the  fundamentals 
of  Character  Analysis  can  detect  the  true  inward  habits  of 
a  person  by  the  use  of  the  principles  demonstrated  in  this 
volume. 

We  will  not  consider  every  feature  of  the  face  in  con- 
nection with  expression,  because  some  of  them  are  so  unre- 
sponsive to  the  state  of  thinking  that  it  would  be  an  unnecessary 
waste  of  time;  for  exa'mple,  the  nose  responds  but  little  to 
the  thinking  process,  especially  if  the  thought  is  just  a  fleeting 
or  momentary  one.  Such  features  as  eyes,  mouth,  and  skin 
of  the  forehead,  as  we  have  said,  are,  however,  very  quick  to 
respond. 

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Why    You    Are    What    You    Are 


We  note  that  the  habitual  grudge  has  a  forehead  with 
wrinkles  in  every  conceivable  direction.  The  skin  on  the 
forehead  and  under  the  eyes  is  baggy  and  contracted.  The 
eyes  are  almost  closed  and  have  a  cold  and  unpleasant  look. 
In  an  individual  who  is  habitually  happy,  honest  and  sincere, 
the  eyes  are  wide  open,  clear,  steady  and  kind,  but  as  we  have 
already  described  the  features  more  at  length  elsewhere,  we 
shall  just  mention  a  few  of  the  things  that  are  observed  in 
the  features  of  the  face  in  different  states  of  expression. 

The  mouth,  as  to  outward  expression  or  action  of  thought, 
is  the  most  responsive  part  of  the  face.  Thus  a  little  worry 
or  anxiety,  even  for  a  few  days,  may  cause  the  corners  of 
the  mouth  to  droop.  Unpleasant  surroundings  'may  cause  a 
sensitive  person  to  unconsciously  change  the  whole  contour  of 
the  face  as  the  lines  take  a  downward  trend;  we  call  this  a 
pessimistic  expression.  Cheerfulness  and  opti'mism,  as  we 
said  before,  are  denoted  by  the  lines  that  turn  upward.  This 
is  especially  noticeable  in  connection  with  the  mouth.  So  it 
is  a  healthy  and  good  indication  to  see  in  a  person  the  corners 
of  the  mouth  turned  up,  giving  a  pleasing  expression  to  it. 

When  the  lips  are  full  and  well-formed,  it  is  an  indica- 
tion of  a  kind  and  affectionate  disposition.  The  latter  is 
especially  indicated  by  a  moderately  full  lower  lip.  A  mouth 
forming  nearly  a  straight  line  indicates  an  equal  balance  be- 
tween optimistic  and  pessimistic  traits  of  character.  That 
is  to  say,  a  person  will  be  neither  extremely  opti'mistic  with- 
out any  visible  reason  nor  extremely  pessimistic  without  any 
real  cause  of  worry.  A  loose,  open  mouth  indicates  laxity 
of  character,  an  easily  led  individual,  a  person  who  lacks 
self-control,  but  one  who  is  often  generous  to  a  fault.  The 

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thin,  tightly-closed  lips  denote  stinginess  and  lack  of  sym- 
pathy, unusual  self-control,  also  coldness  and  practicality  of 
character. 

THE  VOICE  AND  EXPRESSION 

We  have  three  pitches  of  voice  in  expression: — The 
mental,  motive,  and  the  vital.  The  mental  voice  is  high- 
pitched,  shrill  and  quick  in  expression.  In  normal  cases  it 
denotes  the  thinker,  the  intellectual  type  that  is  high-strung, 
responsive,  and  somewhat  easily  aroused  and  excited. 

The  motive  or  mellow  voice  is  low  and  deep  and  has 
a  very  persuasive  quality  to  it,  for  it  is  neither  too  high-pitched 
nor  too  gruff,  yet  powerful  and  convincing;  it  is  the  voice  that 
is  used  very  aptly  to  win  people  rather  than  to  induce  them; 
the  voice  that  seemingly  comes  from  the  heart,  hence  the  best 
voice  to  use  in  speaking  to  one's  sweetheart.  This  quality, 
however,  cannot  very  well  be  fabricated;  it  must  come  naturally 
in  order  to  obtain  the  right  results. 

Lastly,  there  is  the  pleasant  and  slow,  somewhat  soft 
voice  of  the  vital  type,  usually  used  with  an  intermixture  of  a 
smile  or  laughter,  and  denotes  exuberance  of  health  and  good 
nature.  It  is  neither  strained,  nervous,  nor  cranky  and  can 
be  differentiated  easily  from  the  two  kinds  of  voices  consid- 
ered above. 

There  are  other  combinations  of  speech  and  voice,  such 
as  whispering,  secretive  talking;  and  the  querulous  voice  of 
the  dyspeptic;  also  the  restrained  and  hesitating  voice  of  the 
liar.  The  habitual  liar  is  inclined  to  talk  with  hesitancy, 
because  he  has  to  talk  against  time,  in  order  to  be  able  to 
fabricate  some  story  which  will  convince  his  hearer;  he  also 
takes  extra  breaths  for  the  same  reason. 

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We  shall  now  consider  the  walk.  The  mincing,  affected 
walk  denotes  the  undesirable,  bragging,  gossiping,  petty- 
minded  individual.  The  leisurely,  slightly  swaggering  walk 
goes  with  an  independent  nature.  Then  we  have  the  rolling 
walk  of  the  fat  or  vital  type.  We  have  all  seen  the  egotistic 
walk  of  a  person  who  spreads  out  his  elbows,  swings  from 
side  to  side,  with  his  hat  pushed  too  far  back,  and  takes  too 
'much  room.  The  most  desirable  of  all  is  the  straight-for- 
ward, firm  steps,  'medium  in  length  and  even,  neither  too 
fast  nor  too  slow,  and  an  abundance  of  resiliency. 

Laughter  is  another  phase  of  the  general  expression,  and 
is  considered  here  in  connection  with  phonetic  sounds  accord- 
ing to  usage  of  vowels.  It  shows  primarily  the  habitual  expres- 
sion or  the  appreciation  of  humorous  situations  and  the  degree 
of  a  sense  of  humor  one  possesses.  There  are  two  general 
points  the  student  should  bear  in  mind  in  regard  to  the  laugh- 
ter, namely,  the  pleasant  and  agreeable  laughter  that  goes 
with  a  good  character;  the  unpleasant  and  disagreeable  laugh- 
ter that  goes  with  the  questionable  character.  The  discrimina- 
tion of  the  degrees  of  the  goodness  and  badness,  of  course,  we 
leave  to  the  judgment  of  the  student.  6They  can  be  learned 
only  by  giving  constant  attention  to  this  study. 

Thus,  long  "e"  with  "t"  before  it  expresses  a  girlish 
giggle.  When  it  is  heard  in  a  man's  laughter  it  is  exceedingly 
silly.  The  student  should  practise  laughing  in  accordance 
with  the  instructions  here  found  in  order  to  get  the  actual 
experience  of  how  different  laughters  sound.  The  short  "e" 
in  laughter  with  a  "t"  before  it  denotes  a  lack  of  vitality  in 
young  people,  but  is  usually  found  in  people  of  old  age.  The 
long  "a"  is  found  in  the  miserly  laughter,  and  denotes  deficient 
vitality  and  weak  state  of  health.  The  diaeresis  "a"  is  found 

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in  the  boisterous,  affected  society  laugh.  The  laughter  with 
an  Italian  "a"  denotes  the  independent  nature  of  men  who 
live  in  the  open — the  big,  healthy,  hearty  laughter.  We 
also  have  the  long  "o"  in  the  laughter  filled  with  'merriment, 
usually  employed  in  ridiculing  some  person  of  whom  you  arc- 
making  fun;  as  a  rule  this  laughter  is  heard  while  one  is  point- 
ing his  index  finger  at  the  other,  as  much  as  to  say,  "Well, 
well,  that  is  one  on  you!"  Or  "Aren't  you  funny?"  The 
last  laugh  is  the  double  "o,"  which  is  heard  in  subdued  laugh- 
ter, such  as  when  we  have  something  funny  to  laugh  at  but 
circumstances  are  against  it,  yet  we  cannot  suppress  it  alto- 
gether, and  the  result  is  the  subdued  form  of  laughter  with 
the  mouth  almost  but  not  quite  closed. 

The  above  named  are,  in  general,  the  most  valuable 
points  in  regard  to  expression,  unmistakably  indicative  of 
the  inner  character,  and  its  quality  in  action.  The  study  of 
expression  is  valuable  for  the  purpose  of  checking  up 
observations  made  of  the  features  and  outward  appearance. 
This  book  would  be  incomplete  without  it,  enabling  us,  as  it 
does,  to  see  how  near  right  we  are  in  our  conclusions  without 
asking  a  question  or  seeing  the  person  in  actual  manifesta- 
tion. It  is  true,  however,  that  a  correct  conclusion  from  an 
observation  of  physical  appearance  always  coincides  with  the 
actual  expression  of  the  individual,  providing  he  is  normal 
and  in  possession  of  a  healthy  mind  and  body.  When  this  har- 
mony between  the  expression  of  the  subject  and  the  conclu- 
sions on  the  part  of  the  student  is  lacking,  the  fault  may  be 
traced  either  to  incomplete  or  hasty  observations  on  the  part 
of  the  student,  or  to  a  wrong  and  unscientific  conclusion.  Do 
not  be  discouraged  or  blame  Character  Analysis  if  your  anal- 
ysis of  a  person  proves  incorrect.  Start  all  over  again;  take 

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your  time;  find  out  just  where  you  made  your  mistake;  and 
the  chances  are  nine  out  of  ten  that  perseverance  and  industry 
will  teach  you  how  to  'make  a  convincing  and  scientific  analysis 
of  every  individual  you  meet. 


104 


CHAPTER  TWELVE 

Insanity  and  Criminology 

"Your   face,   my  Thane,   is   like   an   open  book 
Wherein     men     may     read     strange     matters." 
— Shakespeare. 

IT  is  an  arbitrary  question  among  scholars  who  are  special- 
izing in  Insanity  and  Criminology  as  to  whether  there  is  a 
conclusive  standard  of  distinguishing  a  mildly  insane  per- 
son from  an  individual  mildly  inclined  for  crime;  therefore 
we  will  omit  in  this  chapter  all  the  minute  and  unimportant 
details  in  regard  to  minor  classes,  and  will  treat  the  subject 
on  a  broader  scale.  We  will  first  consider  some  of  the  in- 
dications of  insanity.  For  example,  certain  features  in  the 
face,  and  especially  peculiarities  in  speech  and  gesture,  are  very 
significant,  because  they  are  the  breadth  of  mentality,  and  san- 
ity of  mind.  To  illustrate: — In  order  to  be  convinced  that  a 
person  is  sane,  begin  a  conversation  with  him,  and  by  the 
very  logic  of  his  answers,  directness  of  his  speech,  and  by  his 
comprehension  of  what  you  are  talking  about,  you  will  im- 
mediately form  an  idea  as  to  whether  the  person  is  using  his 
mentality  according  to  the  known  standards  of  logical  think- 
ing, or  whether  his  mental  processes  are  haphazard  and  dis- 
arranged. In  other  words,  if  his  answers  are  clear  and  con- 
cise, it  follows  naturally  that  his  thinking  is  clear  and  concise. 
On  the  other  hand,  if  his  answers  are  illogical,  obscure,  and 
to  a  marked  degree  lack  logical  substance,  the  person  is  un- 
balanced. The  eyes  help  in  the  study  of  insanity.  Thus, 

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a  staring,  dull,  listless  look  is  an  indication  of  mental  vacancy, 
and  an  abstract  tendency  of  mind;  generally  speaking,  such 
eyes  point  to  the  fact  that  the  person  lacks  co-ordination  and 
the  proper  functioning  of  his  mentalities.  With  a  little  study, 
the  student  will  be  able  to  differentiate  between  the  so-called 
healthy,  intelligent,  and  sane  type,  and  the  absent-minded,  ab- 
stract, and  insane.  As  we  said,  the  gestures  have  a  good 
deal  to  do  in  this  connection;  for  example,  nervous,  awkward, 
out-of-place  movements  of  the  hands  or  feet,  unnecessary  and 
peculiar  twists  of  the  mouth,  chin  and  shoulders  are  other 
indications  either  of  mild  insanity  or  complete  idiocy. 

There  are,  of  course,  different  causes  for  insanity  that 
are  known  to  the  students  of  this  subject.  The  majority  of 
cases,  however,  are  traceable  to  inheritance.  Quite  a  few 
of  them  are  caused  by  mental  strain  in  varied  degrees,  and 
some  by  accidents  of  different  kinds. 

There  is  a  way  to  prevent  the  increase  of  insanity,  and 
the  surest  way  is  to  prohibit  marriage  between  imbecile  people, 
for  it  is  a  known  scientific  fact  that  from  mildly  insane 
parents  will  come  a  complete  idiot,  and  as  the  highest  per- 
centage of  insanity  is  due  to  inheritance,  therefore  we  would 
automatically  reduce  insanity  by  legally  prohibiting  marriage 
between  mentally  disarranged  people.  Another  point  the 
scientists  are  investigating,  and  which  will  be  considered  on  a 
greater  scale  in  the  near  future,  is  the  problem  as  to  whether 
it  is  best  to  entirely  isolate  insane  people,  or  to  judiciously 
distribute  them  among  normal  people.  We  are  especially 
considering  at  this  moment,  the  so-called  first  stages  of  in- 
sanity, in  which  the  surroundings  and  environ'ment  naturally 
have  either  a  'modifying  or  intensifying  effect  on  a  person's 
mental  condition.  The  writer  is  inclined  to  believe  that  mild 
cases  should  not  be  put  among  hopelessly  insane  ones,  as  this 

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works  to  the  detriment  of  an  individual  who  is  mildly  affected 
by  insanity,  and  expedites  his  case  toward  complete  ruination. 
But,  as  this  book  deals  primarily  with  the  points  of  character 
of  normal  people,  we  will  merely  say  that  strong  characters 
must  help  the  weak  whenever  possible,  and  if  this  is  done,  we 
could  accomplish  a  little  more  for  the  better-ment  and  allevia- 
tion of  mental  sufferings  that  are  caused  by  all  degrees  of 
insanity  and  mental  derangement. 

CRIMINOLOGY 

How    To   Recognize    The    Criminally   Inclined   Individual 

In  learning  to  recognize  the  criminally  inclined  person, 
the  first  thing  to  ascertain  is  whether  the  head  is  normally 
developed  and  proportioned.  For  example,  if  the  man  you 
are  analyzing  has  an  unusually  high  crown  and  deficient  tem- 
poral section,  he  is  subject  to  a  temptation  to  acquire  things 
that  do  not  belong  to  him — a  thief.  A  mental  type  with  a 
short  head  and  without  education,  is  impulsive  by  nature  and 
liable  to  go  wrong  with  startling  ease  under  tempting  cir- 
cumstances. Any  deviation  in  features  from  the  normal 
measurements  may  be  taken  as  an  indication  of  criminal  ten- 
dencies, such  as  a  symmetrical  forehead,  eyes  that  are  too 
closed  and  secretive,  a  head  that  is  too  low  or  bullet-like  in 
shape;  the  so-called  roof-shaped  head  also  accompanies  a 
criminal  nature.  Other  indications  of  bad  tendencies  are 
disproportioned  noses  which  are  either  too  large  or  too  er- 
ratic in  shape,  over-developed  lips,  and  too  small  or  too  large 
mouths. 

It  is  comparatively  easy,  in  a  prison,  to  distinguish  the 
born  criminal,  and  the  one  placed  there  by  circumstances. 
The  man  who  steals  or  commits  a  crime  of  some  sort  for  no 

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other  reason  than  his  natural  gravity  toward  the  bad  act, 
surely  possesses  some  abnormal  physical  feature  or  features, 
on  account  of  which  it  is  possible  to  discern  his  traits  before 
he  actually  becomes  a  criminal.  Thus  if  an  early  exa'mina- 
tion  shows  the  need,  children  inclined  that  way  'may  be  isolated 
or  trained  so  as  to  insure  better  futures  and  help  the'm  to 
avoid  prison  life.  Some  work  could  be  found  with  less 
temptations  for  his  weaknesses,  and  more  opportunities  to 
foster  the  stronger  traits  in  the  child.  Here  Character  Anal- 
ysis plays  its  important  part.  He  who  knows  Character 
Analysis  well  would  not  place  a  weak  character  in  a  respon- 
sible position.  It  is  the  duty  of  all  to  help  the  one  weaker 
than  ourselves  and  to  see  that  the  criminal  type  is  placed 
where  the  best  and  not  the  worst  side  of  him  will  be  fostered. 
Again,  to  recognize  a  man  with  criminal  tendencies,  we  simply 
use  the  same  methods  employed  in  previous  analysis,  na'mely : 
— Check  up  the  physical  appearance,  and  when  we  see  some 
over-developed  or  under-developed  features,  logically  inter- 
pret them.  It  should  be  obvious  to  the  student  by  this  time 
that  one  needs  in  Character  Analysis  not  so  much  theory  as 
practice,  and  plenty  of  it. 

To  be  sure  there  are  criminal  types,  but,  as  a  rule,  the> 
also  are  a  result  of  matrimonial  union  between  criminally- 
inclined  or  alcoholic  parents,  and  this  can  also  be  eliminated 
by  passing  a  law  that  will  at  least  lessen  the  nu'mber  of  mar- 
riages between  these  questionable  characters.  In  my  per- 
sonal experiences,  in  investigating  twenty  large  European 
jails  I  found  that  the  so-called  hardened  criminals  are  'more 
the  product  of  misunderstanding  in  their  childhood  and  lack 
of  proper  direction  from  parents  and  teachers,  than  the  vic- 
tims of  inheritance  of  criminal  traits.  To  my  personal  knowl- 
edge, sixty  to  sixty-five  per  cent,  of  the  criminals  in  our 

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Why    You    Are    What    You    Are 


jails  are  there  because  they  were  misunderstood  in  their  child- 
hood— a  fact  that  makes  one  feel  like  starting  a  crusade  for 
the  betterment  of  our  educational  and  parental  system,  in 
order  that  children  may  have  the  right  and  due  direction, 
according  to  their  individual  characters,  and  not  according  to 
misjudg'ment  on  the  part  of  teachers  and  parents.  The  above 
percentage  is  indication  enough  to  show  how  colossal  is  the 
problem  of  crime.  It  means  waste  of  great  human  energies 
in  jails  and  prisons.  It  means  a  vast  expense  connected  with 
the  upkeep  of  these  institutions  running  into  millions  of  dol- 
lars annually,  and  why  should  it  be  so?  There  is  no  need 
of  it,  if  we  stop  to  analyze  and  employ  logical  methods.  What 
we  are  now  doing  is  to  punish  and  avenge,  rather  than  to 
prevent.  We  all  agree  with  the  axio'm  "An  ounce  of  pre- 
vention is  worth  a  pound  of  cure."  This  is  just  it.  If  we 
would  only  direct  the  money,  energies,  and  effort,  not  toward 
committing  offenders  to  institutions,  but  rather  toward  pre- 
venting their  appearance  in  society,  we  would  be  farther 
ahead  and  evolve  a  finer  race.  Sometime  ago  I  spoke  with 
one  of  the  leading  wardens  in  the  country,  and,  of  course, 
he  was  in  favor  of  keeping  as  many  institutions  of  correction 
as  possible,  and  he  was  of  the  opinion  that  no  one  who  sees 
red  once  should  be  let  loose  in  a  community.  Later  the  same 
warden  told  me  that  there  are  criminals  in  his  charge,  that 
had  he  his  own  way  he  would  free,  because  of  their  good  be- 
havior, honesty  and  politeness.  They  had  com'mitted  crimes 
on  the  spur  of  the  moment,  but  in  no  wise  were  born  cri'minals. 
To  the  author's  mind  the  greatest  solution  to  crime,  is : — 
To  start  every  child  right,  from  babyhood  up  to  fifteen  years 
of  age.  By  this  we  mean  that  every  child  who  is  born  into 
this  world  should  be  rightly  understood,  fed,  clothed  and 
judiciously  taught  to  do  the  right  thing  to  himself  and  others, 

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and  it  is  also  the  conviction  of  the  writer,  based  upon  a  vast 
a'mount  of  facts,  that  crime,  poverty,  and  corruption  will  in 
a  quarter  of  a  century  pass  into  history.  This  is  worth  think- 
ing of  by  our  educators  and  parents.  We  know  that  every 
normal  child  is  good  at  the  beginning,  generally  speaking, 
and  that  the  change  comes  later  in  life,  largely  due  to  mis- 
direction and  misunderstanding.  The  surplus  energies  of  our 
youth  who  are  made  to  work  out  their  own  salvation,  result  in 
tragedies  of  all  kinds.  So  when  we  study  the  cause  of  crime, 
we  find  it  is  a  direct  product  of  our  sociological  conditions. 

The  entire  method  of  our  procedure  in  the  problem  of 
crime  is  wrong.  It  has  been  the  attitude  of  the  majority  that 
the  cri'minal  and  no  one  else  is  to  blame  for  his  conduct.  The 
science  of  Human  Character  Analysis  plainly  shows,  how- 
ever, that  we  inherit  one-third  of  our  character,  and  acquire 
one-third  in  childhood  so  only  one-third  is  left  to  our  own  per- 
sonal direction.  How,  therefore,  can  we  entirely  bla'me  even 
the  born  criminals?  Study  the  faces  and  heads  of  some  notori- 
ous malefactors  from  the  Character  Analysis  standpoint,  and 
you  will  find  deficiencies  that  are  responsible  for  their  tenden- 
cies to  steal,  kill,  resulting  in  their  becoming  moral  outlaws. 
Of  course  we  should  not  leave  them  roaming  at  large.  We 
do  not  advance  any  such  theory.  What  we  do  say  is  this : — 
We  should,  by  all  methods  and  means,  strive  to  prevent  crime 
and  insanity  by  getting  down  to  the  causes  of  things  and  erad- 
icating the'm,  then  the  effects  of  those  causes  will  as  a  matter 
of  course  become  evident.  It  is  an  axiom  in  this  science 
that  "Nothing  comes  out  right  which  is  started  wrong,"  and 
so  in  order  to  save  trouble  all  the  way  along,  we  should  make 
the  right  start.  There  is  a  Universal  law  that  operates  in  this 
world,  which  we  call  "the  law  of  psychological  compensa- 
tion," whereby  we  get  failure  or  success  in  direct  ratio  to 

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Why    You    Are    What    You    Are 


our  obedience  to  this  law.  If  we  obey  it,  it  works  for  us; 
if  we  disobey  it,  we  get  the  opposite  results.  Some  one  has 
said  "Where  there  is  a  law  there  is  no  mercy  or  justice — 
except  when  we  obey  the  law."  And  such  is  the  case.  If 
our  methods  of  treating  the  problems  of  crime  and  insanity 
are  in  controversy  with  this  law,  we  shall  never  be  rid  of 
these  problems,  but  they  will  become  worse  and  worse  every 
day.  We  shall  never  be  free,  because  freedom  follows  an 
obedience  to  the  law. 

As  I  write  this  chapter,  I  have  before  'me  a  great  collec- 
tion of  likenesses  of  notorious  criminals — my  "rogues'  gal- 
lery." Here  I  see  many  deficiencies  that  demonstrate  to  me 
the  "whys  and  wherefores"  of  the  types.  There  is,  for  in- 
stance, the  "roof-shaped"  head  of  an  unscrupulous  thief; 
there  is  the  man  with  a  high  head  in  the  crown  section,  but 
with  a  deficient  chin  to  control  his  ambitions — he  is  also  a  thief; 
there  is  the  man  with  a  big  nose  section,  but  no  brain  power 
to  direct  it — a  horse  thief;  there  is  a  man  with  an  asymmet- 
rical forehead — practically  insane;  he  is  committed  for  mur- 
der as  a  sane  but  a  murderous  type,  which  he  is  not,  and 
should  be  in  a  sanitarium  for  the  mentally  unbalanced.  I 
need  not  give  more  examples,  as  the  keen  student  may  find 
them  for  hi'mself  on  the  streets  and  everywhere.  So  it  is  a 
foregone  conclusion  that  crime  and  insanity,  in  the  light  of 
Character  Analysis,  are  solvable  problems,  and  the  way  out  is 
by  tenacious  effort  to  prevent  youth  fro'm  starting  wrong,  and 
by  prohibiting  marriage  between  imbeciles,  or  between  the 
mentally  unfit. 


Ill 


CHAPTER  THIRTEEN 

Graphology   or  Reading  Character  by  Handwriting 

THIS  chapter — brief  and  concise — practically  applies  the 
laws  found  in  the  study  of  handwriting.  Altho  it 
should  rightly  go  with  the  study  of  expression,  we  are 
deliberately  giving  it  special  consideration,  because  of  its 
importance  and  interest.  At  the  end  of  the  chapter,  students 
will  find  specimens  of  some  outstanding  styles  of  handwrit- 
ings, explained  in  this  chapter,  and  intended  for  reference 
when  comparisons  are  made. 

We  will  first  study  the  three  slants : — The  upward,  down- 
ward, and  "straight  slant."  "Slant"  as  here  used,  refers  to 
the  general  trend  of  the  lines  of  writing  across  the  page, 
rather  than  to  the  position  of  each  individual  letter  or  word. 
When  the  slant  of  writing  tends  to  go  upward  and  is  very 
pronounced,  it  usually  means  enthusiasm,  exuberance,  vitality 
and  energy,  ambition,  willingness  to  take  a  chance,  also  hope- 
fulness, optimism,  a  happy-go-lucky  disposition,  and  if  carried 
to  the  extreme,  denotes  too  much  enthusiasm,  or  a  too  ambi- 
tious and  speculative  a  spirit.  The  intensity  of  the  above- 
mentioned  characteristics  is  modified  or  strengthened  by  the 
degree  of  the  slant.  The  student  should  start  studying  his 
letters  and  the  letters  of  others  right  now,  so  as  to  obtain  ex- 
perience in  determining  the  meaning  of  chirography. 

The  downward  slant  denotes  just  the  opposite.  It 
means  lack  of  enthusiasm,  a  great  deal  of  pessimism,  lack 

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Why    You    Are    What    You    Are 


of  ambition,  tendency  to  worry  and  look  on  the  dark  side  of 
life;  fault-finders  often  have  this  kind  of  handwriting.  So 
scientific  is  this  principle  of  Graphology  that  the  contents  of 
the  letter  often  can  be  entirely  disregarded,  if  the  slant  is 
just  the  opposite  to  the  expressed  sentiments  of  the  writer. 
I  will  cite  an  experience  of  my  own: — A  year  or  so  ago  I  re- 
ceived a  letter  from  a  friend  of  mine  in  Washington,  D.  C,  in 
which  he  said  that  all  was  going  well,  that  he  was  making 
good  progress,  and  that  he  was  well,  and  in  first-rate  condi- 
tion financially.  That  was  the  sentiment  of  the  contents. 
The  slant  was  so  decidedly  downward,  however,  so  contrary 
to  the  thoughts  of  my  friend,  that  I  could  not  be  content  with 
all  he  said,  and  was  much  perplexed.  I  immediately  sent  him 
a  special-delivery  letter,  asking  him  to  tell  me  the  truth.  I 
also  said  that  his  letter  was  not  truthful,  and  accused  hi'm 
of  being  too  modest  and  proud  to  tell  me  the  real  state  of 
affairs.  He  knew  me  well  enough  to  understand  whether  I 
was  unduly  excited  or  had  my  reasons,  so  he  sent  me  an  im- 
mediate reply,  telling  me  the  truth,  which  I  already  knew. 
The  letter  read  in  part  as  follows: — "Things  are  bad  with  me, 
and  I  am  very  anxious  about  the  outcome  of  my  efforts  here. 
At  the  ti'me  of  my  writing  to  you  I  was  very  nearly  insane, 
but  didn't  dare  tell  you,  for  fear  of  causing  you  great  worry. 
Now  I  see  there  is  no  use  of  trying  to  hide  things  from  you, 
so  you  'may  have  the  truth."  Often,  however,  this  so-called 
pessimistic  writing  is  caused  by  temporary  illness.  The  im- 
portance of  any  handwriting  is  especially  interesting  because 
it  shows  the  state  of  health  and  mind  at  the  moment  of  writ- 
ing, and  may  be  entirely  different  a  few  minutes  later.  To 
gain  an  understanding  of  this  Science  of  Graphology  is  a 
simple  matter,  and  the  knowledge  is  valuable  indeed,  if  ap- 
plied to  the  principles  of  Character  Analysis,  and  for  the 

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You    Are    What    You    Are 


sake  of  checking  up  the  findings  by  observation  of  the  differ- 
ent features.  This  downward  writing  is  always  an  expression 
of  either  habitual  or  temporary  depression,  and  automatically 
tends  to  go  up  when  the  mental  attitude  changes  to  a  more 
cheerful  and  hopeful  trend.  I  seldom  read  the  contents  of 
a  letter  first.  I  turn  my  letters  upside  down  and  study  the 
slant  of  the  lines  first,  and  then  I  read  the  letter. 

The  "straight  slant,"  or  the  writing  which  flows  across 
the  paper  in  an  even,  horizontal  line,  is  the  most  desirable 
for  many  reasons.  It  denotes  balance  of  character  and  it 
is  the  poised  individual  that  writes  this  way.  It  is  neither  too 
optimistic  nor  too  pessimistic.  It  takes  things  "with  a  grain 
of  salt,"  and  is  not  easily  elated  or  discouraged.  It  is  the  type 
that  Shakespeare  described  as  "taking  everyone's  censure,  but 
reserving  his  judgment"  (the  slight  change  is  mine).  So  it  is 
the  level-headed  person,  and  therefore,  a  most  dependable  and 
desirable  type — usually  well-balanced  in  other  ways. 

Now  we  will  consider  the  position  of  letters  in  words. 
There  are  three  in  all: — The  outwardly  inclined  letter  (from 
left  to  right),  the  backward  writing,  and  the  vertical  or 
straight  up  and  down  letters.  The  outward  denotes  gener- 
osity, energy,  and  often  extravagance,  also  love  of  activity 
and  leadership.  If  carried  to  the  extre'me,  it  denotes  care- 
lessness and  i'mpulsiveness,  outspokenness,  and  sometimes  a 
lack  of  patience  and  forbearance. 

The  backward  writing  means  reserve,  calmness,  self-con- 
trol, modesty,  conservatism,  economy,  and  a  dependability  in 
resolutions  and  obligations.  When  extremely  back-hand,  it 
denotes  stinginess,  lack  of  sympathy,  harshness,  selfishness, 
and  sometimes  'miserliness. 

The  balance  between  the  two  extremes  is  the  vertical 
handwriting,  which  signifies  sympathy,  balanced  by  common 

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Why    You    Are    What    You    Are 


sense  and  good  judgment.  It  is  neither  a  happy-go-lucky  nor 
hard-headed  type,  but  a  reasonably  happy,  generous,  tactful, 
dependable,  honest-to-goodness  individual. 

The  open  or  closed  letters  show  the  habits  of  a  person. 
We  shall  explain  the  meaning  of  the  principles  of  this  fact. 
The  most  important  letters  to  study  in  this  connection  are 
the  a's,  o's,  d's,  b's.  When  they  are  tightly  "shut"  (see 
illustrations  at  end  of  chapter),  it  means  secretiveness  and 
thrift;  and  in  extreme  examples,  where  these  letters  are  very 
carefully  closed,  perhaps  even  doubled  over  inside  the  loop, 
stinginess  and  lack  of  sympathy  or  benevolence,  also  caution 
and  conservatism.  The  above-mentioned  letters,  when  left 
open  or  disjoined,  stand  for  generosity,  sympathy,  credulity, 
extravagance,  open-mindedness,  adaptability,  progressiveness, 
and  a  desire  for  self-advancement  and  culture. 

Roundness  of  writing  denotes  an  artistic  and  refined 
nature,  love  of  beauty,  ease  and  pleasure.  An  easy  going 
nature  often  employs  this  handwriting. 

Angular  handwriting  stands  for  energy,  aggressiveness, 
positiveness,  action.  This  also  means  quickness,  keenness  and 
impulsiveness.  Often  this  is  the  handwriting  of  a  convex  type 
with  elastic  or  hard  consistency. 

The  so-called  masculine  writing  is  large  in  size  and  some- 
what lacks  sym'metry  and  polish.  The  letters  are  large  and 
triangular;  the  writing  tends  to  be  sweeping,  and  the  extrava- 
gance in  spacing  is  pronounced.  It  may  be  the  writing  of  a 
man,  or  woman,  who  has  strong  masculine  traits  of  character. 
This  writing  is  called  masculine  not  because  of  sex,  but  because 
of  the  character  it  denotes. 

The  feminine  handwriting  is  small  and  refined  in  size 
and  denotes  in  a  man  or  woman,  a  well-bred,  kind  nature,  love 

115 


Why    You    Are    What    You    Are 


of  art  and  beauty,  daintiness ;  profound  and  sympathetic  traits 
of  character  go  with  this  handwriting. 

The  writing  of  old  age  is  in  a  class  by  itself.  Its  peculi- 
arity is  its  shaky,  uneven  letters,  with  many  zigzags,  which 
are  caused  by  the  trembling  hand.  (See  illustration  at  the 
end  of  chapter.)  It  is  very  pronounced  in  old  people  who 
have  become  unsteady  in  their  muscular  control. 

Childish  writing  is  that  which  is  disproportioned  and  un- 
balanced in  size  and  shape ;  it  isn't  really  writing,  it  is  simply 
scrawling.  Whenever  it  is  found  in  young  or  old,  it  means 
immaturity  of  mind  and  an  undeveloped  intellect. 

The  writing  of  youth,  is  not  as  crude  as  the  childish  type, 
altho  it  partakes  of  some  of  its  characteristics.  It  is,  in  gen- 
eral, more  even  and  better  proportioned,  denoting  growth  and 
making  of  character. 

Flourishing  writing  denotes  an  egotistic  nature,  and  a 
tendency  to  attract  the  attention  of  people,  hence  the  many 
intricate  concoctions  in  letter-making.  This  type,  as  a  rule,  is 
fond  of  himself  and  fond  of  praise  and  compliments,  and  will 
go  far  to  get  them;  this  is  the  reason  for  such  pains  in  adorn- 
ing letters  and  making  unnecessary  designs.  Perhaps  it  is  a 
good  idea  at  this  point  to  consider  other  indications  of  sel- 
fishness, and  therefore  a  tendency  to  try  to  please  people  by 
beautiful  letters  in  order  to  get  self-praise.  The  letters  m,  n, 
v,  y,  w,  are  especially  important  in  this  study.  If  these  letters 
show  an  inward  turn  such  as  shown  in  the  writing  illustrated, 
that  denotes  selfishness,  secretiveness  and  conceit.  If  they  are 
straight  or  outward  that  means  altruism,  willingness  to  help 
and  co-operate.  It  is  a  good  indication  and  very  true  to  char- 
acter. 

The   crossing  of  t's   is   very   interesting,    for   it   helps   to 
gain  an  insight  into  a  person's  will-power.     Thus,  the  strong, 

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Why    You    Are    What    You    Are 


bold  crossing  of  t's  denotes  powerful,  active  will,  resolute 
determination  and  quickness  in  execution.  When  it  is  very 
pronounced  it  may  be  too  overbearing  and  crushing,  driving 
one  on  regardless  of  opposition  or  the  toll  it  takes  en  route. 
When  the  crossing  is  firm  but  not  so  long  and  bold,  it  means 
a  strong  but  diplomatic,  tactful  will.  It  shows  a  will  that 
causes  one  to  arrive  slowly  but  surely;  a  will  modified  by 
common  sense.  When  the  crossing  is  very  weak  and  thin,  it 
betrays  the  weak  will.  The  will  that  never  is  able  to  shoulder 
its  way  to  the  front.  Sometimes  there  is  no  crossing  at  all, 
and  that  denotes  an  absent-minded,  undependable,  fickle  in- 
dividual. 

Physical  courage  and  audacity  are  shown  by  very  heavy 
and  high-pressured  letters  written  in  an  angular  manner,  and 
often  very  illegible.  As  an  illustration  note  Napoleon's  or 
Roosevelt's  writing. 

Neatness  of  writing  stands  for  dependability,  modera- 
tion, system,  method,  accuracy,  order  and  love  of  neat  ap- 
pearance in  every  respect.  The  letter  that  is  well  punctuated, 
well  written,  neatly  sealed  and  correct  to  the  last  detail,  is  a 
good  indication  of  an  orderly  mind.  It  goes,  as  a  rule,  with 
the  character  that  is  the  opposite  of  shiftless,  impatient,  care- 
less or  slouchy.  It  points  to  the  fact  of  clean  habits,  self- 
respect,  dignity  and  prudence.  Nothing  is  overlooked  that 
can  give  the  writing  an  irreproachable  appearance. 

The  envelopes  providing  they  are  not  soiled  or  blotted 
also  show  the  habit  of  neatness.  An  apology  on  the  part  of 
a  writer  for  an  untidy  letter  is  a  poor  excuse,  and  should  not 
'mitigate  the  habit  of  carelessness  and  laziness  that  so  often  go 
together. 

The  most  desirable  writing  is  neither  large  nor  small; 
it  is  straight  in  slant  and  vertical  in  letter  formation  (See 

117 


Why    You    Are    What    You    Are 


illustrations.)  There  are  no  flourishes;  all  extremes  are  left 
out;  in  general  it  appears  neat,  unostentatious,  unassuming; 
yet  is  attractive,  because  in  every  respect  it  is  legible.  It 
is  well-proportioned  and  has  no  ends  and  fancy  tails  to  its 
y's,  capitals  or  other  letters.  It  is  straight  and  plain,  beau- 
tiful yet  not  ostentatious — the  best  indication  of  the  stability 
and  straight-forwardness  of  the  plain  but  just  character  whose 
word  is  law. 


118 


CHAPTER  FOURTEEN 

The  Study  of  Vocational  Guidance  For  Children 

THIS  problem,  to  the  author's  way  of  thinking,  is  the 
burning  question  of  the  day.  I  am  more  concerned  with 
this  phase  of  Character  Analysis  than  any  other,  no  mat- 
ter how  important  others  may  appear  to  be.  I  am  asked 
by  people  everywhere  I  go  more  about  this  phase  of  the  study 
than  all  the  rest  combined,  excepting  only  the  question  of  mat- 
rimony, which  is  second  in  vastness  to  children's  vocational 
guidance.  For  the  above  reason,  two  full  chapters  will  be 
devoted  to  this  question,  altho  ten  could  easily  be  written, 
if  the  subject  were  to  be  treated  from  all  standpoints.  The 
purpose  here  is  to  give  enough  concrete  facts  so  as  to  enable 
parents  and  teachers  to  deal  justly  and  successfully  with  them. 
Christ  has  said:  "But  whoso  shall  offend  one  of  these  little 
ones  which  believe  in  me,  it  were  better  for  him  that  a  mill- 
stone were  hanged  about  his  neck,  and  that  he  were  drowned 
in  the  depth  of  the  sea."  The  most  important  thing  in  the 
world,  and  the  task  for  which  we  are  the  most  responsible 
is,  of  course,  to  bring  up  a  child  properly,  to  insure  a  healthy 
body  and  mind,  foundations  for  a  worthy  success  in  later 
years.  It  is  useless  to  say  that  our  modern  way  of  bring- 
ing up  and  educating  children  is  most  inadequate — an  ap- 
parently bold  and  revolutionary  statement  that  I  make  deliber- 
ately, and  later  shall  endeavor  to  show  why  I  am  inclined  to 
so  believe.  I  will  also  propound  a  concrete  method  of  im- 
provement— at  least  to  a  certain  degree — in  this  state  of  mis- 
understanding the  child's  problems,  through  lack,  on  the  part 

119 


Why    You    Are    What    You    Are 


of  the  great  majority,  of  a  knowledge  of  the  psychology  of 
the  child,  and  the  formation  of  character  in  childhood. 

How  much  a  child  is  sometimes  'misconstrued  and  mis- 
understood, with  perfectly  good  intentions,  on  the  part  of 
his  parents  can  be  illustrated  by  my  own  observation  of  a 
boy  of  eight.  A  lady  came  to  me  a  few  years  ago  with 
a  shy  little  boy  of  eight  years  and  said:  "Mr.  LeBarr,  this 
is  my  little  boy  Johnnie;  I  love  him  dearly,  but  I  think  he 
is  crazy."  I  asked  her  to  tell  me  her  reasons  for  saying  this. 
She  continued:  "You  see  he  has  a  'mania  for  everything  that 
has  a  mechanism  to  it,  such  as  alarm  clocks,  watches,  bicycles, 
and  sewing  machines.  He  takes  them  apart  whenever  he  gets 
hold  of  them.  Don't  you  think  that  is  enough  to  show  that 
he  is  crazy?"  By  this  time  I  had  made  up  my  mind  which 
was  the  crazier  of  the  two,  but  I  did  not  say  anything,  for 
it  doesn't  pay  to  tell  everything  that  one  thinks.  I  said, 
"Madam,  I  cannot  tell  you  anything  about  this  boy  until  I 
analyze  him."  She  consented,  and  I  analyzed  the  boy  very 
thoroughly,  and  found  him  to  be  a  born  'mechanical  genius. 
I  then  said  to  the  lady,  "Madam,  if  I  were  you  I  would  be 
proud  of  this  boy  of  yours  for  the  rest  of  my  life.  He  is 
a  born  wizard  in  mechanics,  and  you  don't  realize  it."  Her 
astonishment  was  very  great,  and  the  only  thing  she  could  say 
was:  "A  genius"!  I  continued,  "Don't  take  my  word  for  it 
but  send  this  boy  to  some  electro-mechanical  school  at  once, 
and  he  will  not  disappoint  my  expectations.  To  make  a  long 
story  short,  she  did  as  I  advised,  and  in  six  months  that  boy 
was  ahead  of  every  one  in  the  school  comprised  of  three  hun- 
dred boys.  I  called  up  the  director  of  the  school  one  day 
«.nd  asked  him  about  the  boy.  "Why,"  said  the  director, 
"he  is  a  wizard.  The  only  thing  we  do  with  the  boy  is  give 
him  a  part  or  the  whole  mechanism  and  say,  'Johnnie,  there 

120 


Why    You    Are    What    You    Are 


is  something  wrong  with  this;  fix  it,'  and  he  goes  right  ahead, 
often  without  asking  a  single  question,  and  the  thing  is  done." 

This  is  only  one  of  the  many  cases  that  have  come  un- 
der my  personal  observation,  showing  the  tragedy  of  mis- 
understanding, that  not  always  ends  as  happily  as  this  case. 

Somehow  it  is  an  old  tradition  to  think  that  whatever 
a  child  wants  to  do  is  wrong.  As  a  matter  of  scientific  re- 
search, it  is  often  the  key  to  the  solution  of  his  future.  If 
his  desire  in  some  line  is  also  warranted  by  the  fact  that  he 
has  some  talent  in  that  direction,  the  parents  should  rejoice, 
as  the  problem  of  their  child's  education  is  solved.  It  is  an 
old-fashioned  idea  indeed,  to  demand  of  children  that  they 
must  follow  in  the  footsteps  of  their  parents,  altho  once  in 
awhile  it  is  perfectly  legitimate.  More  often  it  is  disastrous. 
Therefore,  the  child  should  be  allowed  to  take  that  course 
for  which  he  is  best  fitted,  and  whole-hearted  assistance  should 
be  rendered  toward  that  end. 

THE  PROBLEM  OF  MANAGEMENT 

There  are  all  sorts  of  children,  and  so  there  must  be 
just  as  many  ways  in  handling  them.  It  is  idiotic  to  attempt 
to  employ  the  same  methods  with  children,  whether  in  school 
or  out  of  school.  Some  children  respond  very  readily  to 
kindness;  some,  to  firmness;  some,  to  love;  some  can  be  ap- 
pealed to  through  reason,  pride,  ambition,  imagination,  sense 
of  dignity,  honor,  sportsmanship,  justice  and  manhood.  Thus 
you  must  appeal  to  the  strongest  instinct  of  the  particular 
child.  The  knowledge  of  Character  Analysis  in  this  con- 
nection is  obviously  indispensable  to  every  teacher,  parent 
and  educator;  the  lack  of  this  knowledge  disqualifies  one  to 
be  in  a  place  of  such  responsibility.  Our  children  of  to-day 

121 


Why    You    Are    What    You    Are 


are  our  citizens  of  to-morrow,  therefore  it  is  but  logical  that 
we  should  do  all  in  our  power  to  understand  them  rightly  and 
act  accordingly.  The  future  of  the  world  depends  wholly 
upon  the  children  of  to-day.  How  many  of  us  realize  the 
magnitude  of  this  problem  of  child  rearing  and  educating? 
Many  talk,  but  few  act.  Study  our  teaching  staffs,  and  you 
will  find  that  ninety-five  per  cent,  of  the  teachers  have  little 
or  no  idea  of  Child  Psychology  or  Character  Analysis.  Do 
you  wonder  that  we  have  so  many  failures  in  life?  The  au- 
thor doesn't.  The  wonder  is,  not  that  we  have  so  many 
failures,  criminals  and  misfits,  with  all  the  ignorance  of  the 
problem  at  our  backs,  but  that  regardless,  we  have  so  many 
successes  and  so  much  happiness.  With  the  scientific  knowl- 
edge, and  application  of  the  facts  in  this  direction,  it  is  pos- 
sible in  one  generation  to  obliterate  altogether  the  tragedy 
of  the  misfit  and  failure.  Science  is  classified  knowledge,  and 
knowledge  is  power,  in  whatever  field  it  is  directed.  Scien- 
tific education  is  cheap ;  it  is  ignorance  and  incompetence  that 
is  expensive. 

As  you  see,  the  entire  problem  involves  nothing  but 
everyday  common  sense,  practically  applied.  The  problem  of 
managing  and  directing  a  child  is  not  as  hard  if  the  child  has 
one  tendency  only,  but  the  most  difficult  child  to  guide  is  that 
one  which  is  either  too  versatile  in  all  lines  and  does  not 
manifest  superiority  in  any  one  line;  or  the  child  who  possesses 
some  ability  for  something  but  does  not  like  to  work  in  the 
line  for  which  he  is  qualified.  Instead  he  has  an  unexplain- 
able  longing  to  work  in  some  other  field,  for  which  he  appar- 
ently has  no  ability  at  all.  These  cases  are  very  frequent; 
exactly  the  proverb  well  says: — "The  best  place  is  the  one 
where  we  are  not,"  and  so  there  is  a  craving  for  some  work 
in  which  the  child  would  never  gain  advancement. 

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The  human  mind  is  an  intricate  machine,  but  patience, 
perseverance,  and  the  desire  to  find  the  truth  about  it  finally 
will  prevail.  We  already  know  a  good  deal  about  its  work- 
ings, and  in  the  future  we  will  try  to  know  more.  There 
is  another  type  that  we  call  a  problematical  one,  and  that  is 
the  so-called  indolent,  indifferent,  or  complacent  type;  name- 
ly, a  type  that  doesn't  know  anything,  and  doesn't  want  to 
know  anything.  Many  a  reader  may  put  himself  in  this 
very  category,  and  there  may  be  a  grain  of  truth  in  his 
diagnosis.  This  type  often  doesn't  do  anything,  and  is  per- 
fectly content  in  doing  nothing.  Of  course  that  kind  of  a 
child  causes  those  in  charge  of  his  upbringing  to  become 
alarmed  about  his  future,  and  who  can  blame  them?  One 
may  ask  if  Character  Analysis  is  an  all-curing  panacea.  We 
will  say  it  is  not.  The  value  of  analysis  is  to  find  out  whether 
the  child  lacks  talents,  application  of  talents,  or  both;  whether 
he  is  deficient  in  health,  ambition,  energy.  It  is  the  thing  that 
throws  the  true  light  on  the  case  and  prevents  misunderstand- 
ing. In  many  cases  the  child  is  not  to  bla'me  for  being  in- 
active, lazy  or  indolent.  Character  Analysis  finds  the  cause 
and  often  the  remedy — a  great  deal  when  you  stop  to  think 
about  it,  but  as  to  whether  it  is  the  omnipotent  remedy  for 
every  ill,  of  course,  is  open  to  question.  Pri'marily,  Charac- 
ter Analysis  brings  understanding  out  of  chaos,  and  enables 
one  to  see  the  facts  as  they  really  are  and  not  as  we  like  them 
to  be,  but  even  if  the  true  facts  are  bitter,  we  say  "Faults 
once  recognized  are  half  overcome." 

We  Character  Analysts  are  often  asked  as  to  the  age  at 
which  a  child  can  be  analyzed  with  a  great  degree  of  certain- 
ty. I,  for  one,  have  no  standard  rule  as  to  the  age,  for  it 
depends  wholly  on  the  child.  Some  children  at  the  age  of 
three  have  the  intelligence  of  a  five-year.-old  child;  some  are 

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just  that  much  behind  their  years.  Some  are  very  pro- 
nounced types  and  can  be  read  easily  at  the  age  of  four  or 
five,  but  there  are  others  who  are  of  the  so-called  "mixed" 
or  combination  types  that  could  be  deciphered  with  better  re- 
sults at  the  age  of  twelve  or  thirteen.  Then,  there  are  the 
balanced  types  that  are  hard  to  analyze  until  so'me  one  trait 
takes  the  leading  place.  So  there  is  no  set  rule  in  regard 
to  the  age,  but  at  any  stage  a  general  analysis  is  good  for 
the  child's  future,  because  it  surely  gives  at  least  some  insight 
into  his  psychology,  and  of  course  some  is  better  than  not 
any.  There  are  some  features  that  rarely  change  at  all; 
for  example,  the  color  of  eyes,  length  of  the  head  and  a  few 
others,  so  that  the  earlier  the  child  is  analyzed  the  better, 
but  an  additional  analysis  in  later  years  will,  of  course,  be 
very  desirable.  Let  us  earnestly  hope  that  in  the  near  fu- 
ture, we  shall  have  in  all  our  schools  and  colleges,  some  one 
who  is  there  expressly  for  the  purpose  of  telling  us  what  we 
really  are  and  what  is  best  for  us  to  do  in  life.  If  not  many, 
at  least  so'me  of  us  know  that  it  could  be  done,  and  if  the  writer 
did  not  have  this  conviction,  based  on  actual  facts  of  his 
personal  experiences  in  analysis  of  'multitudes  of  people  for 
vocational  purposes,  the  above  statement  would  never  be  here 
recorded.  The  fact  that  an  early  start  in  the  right  direction 
will  save  so  much  time  and  energy,  should  hasten  the  day 
when  we  shall  have  scientific  vocational  guidance  courses  in 
all  of  our  schools. 


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CHAPTER   FIFTEEN 

Vocational  Guidance  For   Children 

"In  thy  face  I  see  the  map  of  honour,  truth  and  loyalty." 

— Shakespeare. 

IT  is  a  known  fact  in  Physics  that  "Force  invariably  arouses 
force  in  opposition  to  itself" ;  therefore,  those  who  be- 
lieve in  "reforming"  children  by  punishment  of  all  kinds, 
do  not  know  the  working  of  the  simple  law  of  opposition 
in  this  world.  They  simply  show  their  ignorance  of  Child 
Psychology,  and  should  never  be  permitted  to  be  in  charge 
of  youth  in  the  capacity  of  parents,  teachers,  or  educators. 
Physical  punishment  is  especially  criminal  in  its  far-reaching 
effect  on  the  nerves  and  mind  of  a  child.  The  physical  effect 
of  punishment  is  soon  gone  and  forgotten,  but  the  psycho- 
logical effect  is  never  forgotten,  and  that  is  why  corporal 
punishment  should  be  an  offense  punishable  by  law,  and  heavy 
fines  i'mposed  on  those  who  practise  it.  I  have  witnessed 
cases  where  children  were  made  nervous  for  the  rest  of  their 
natural  lives  through  punishment,  or  where  they  were  made 
to  lie  in  order  to  escape  it,  and  many  other  wrongs  that  are 
too  numerous  to  mention.  This  fact  is  underestimated  even 
by  our  leading  psychologists.  The  most  delicate  thing  that 
we  know  in  this  world  is  the  mind  of  a  child.  Its  powers  and 
possibilities  are  unfathomed  and  are  often  killed  before  they 
have  a  fair  chance.  By  what?  By  gross  ignorance  on  the 
part  of  adults.  Do  I  blame  the  adults?  No!  They  know 
no  better,  of  course,  but  that  does  not  mean  that  we  should 
go  on  forever  in  that  same  old-fashioned,  out-worn  way.  I 

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have  been  able  to  get  along  with  the  worst  children  without 
resorting  to  force,  except  the  force  of  kindness,  love,  tact  and 
understanding.  Every  one  can  do  this  if  he  only  knows  how. 
The  following  case  will  give  a  concrete  illustration  of 
"the  law  of  force  in  opposition."  In  New  Jersey,  a  few 
years  ago,  a  boy  of  eleven  years  killed  his  'mother  and  his 
ten  year  old  sister.  I  investigated  the  case  and  this  is  my 
finding: — A  "bad  boy"  type  of  tremendous  possibilities  as  a 
contractor;  had  a  wide,  destructive,  constructive  head  (sign 
of  great  energies)  ;  was  constantly  abused  and  punished  by 
his  mother,  often  for  absolutely  nothing.  He  bore  this  as 
long  as  he  could,  and  finally  his  energies  broke  loose.  One 
day  when  he  was  attacked  violently  by  his  unruly  and  un- 
reasonable, but  obnoxious  mother,  he  seized  a  hatchet,  and  in 
instinctive  self-defense,  and  before  his  mother  could  hit  hi'm, 
he  slashed  her  head  into  pieces.  His  sister  rushed  'madly  to 
her  mother's  defense,  but  by  this  time  the  utterly  aroused 
fighting  propensities  of  the  boy  refused  to  be  held  longer  in 
check,  and  in  his  rage,  he  also  killed  her.  The  boy  is  now  in 
an  institution  for  violent  and  unruly  children.  Who  is  to 
blame,  my  reader?  Should  he  be  kept  there  for  life?  Think 
it  over  and  answer  for  yourself,  for  there  are  hundreds  of 
cases  like  this  in  our  country  that  need  our  attention.  You 
will  arrive  at  the  conclusion  that  it  is  utterly  impossible  to 
stop  force  by  force — that  the  best  thing  is  to  judiciously  di- 
rect it. 

SOME  OF  THE  COMMON  TYPES  OF  CHILDREN 

The  "Bad  Boy"  Type 

The  "bad  boy"  type  is  simply  a  child  who  is  full  of  life 
and  energy,  and  who  if  properly  understood  'may  be  easily 
managed.  There  must  be  some  outlet  for  his  energies,  so  a 

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lot  of  activity  should  be  provided;  games  and  sports;  useful 
work,  building  and  gardening.  Some  sort  of  competition  is 
a  good  starting  point  to  keep  this  type  busy.  Keep  him  busy 
and  he  will  be  contented. 

The  "Stubborn"  Type 

It  is  very  interesting  to  note  how  a  negative  quality  can 
be  turned  into  a  positive  one,  and  vice  versa.  Thus,  stub- 
bornness, obstinacy,  anger  and  bad  temper  can  be  tactfully 
transmitted  into  will,  determination,  leadership,  persistency 
and  accomplishment.  This  proves  that  proper  management- 
can  do  two  things  at  one  ti'me : — It  prevents  a  child  from 
growing  more  stubborn  and  builds  a  better  character.  What 
is  stubbornness?  According  to  Webster,  it  is:  "Temporary 
refusal  to  listen  to  reason."  So  the  reason  may  be  there,  but, 
temporarily  at  least,  it  is  inhibited  or  stifled.  Now  if  this 
could  be  avoided  by  tactful  action  on  the  part  of  parents  or 
teachers,  the  tendency  of  waywardness  will  disappear.  By 
kind  but  firm  explanation  this  sort  of  child  could  be  taught 
to  be  more  reasonable,  adaptable,  and  learn  to  give  the  others 
the  benefit  of  a  doubt.  It  has  been  wrongly  supposed  that 
one  can  scarcely  reason  things  out  with  a  child.  As  a  matter 
of  fact,  in  the  majority  of  problematical  children,  the  only  way 
to  obtain  the  results  sought  is  by  patient  reasoning  and  by  a 
constant  watchfulness  of  their  tendencies. 

Of  course,  every  child  is  an  individual  problem  arid  spe- 
cific instructions  cannot  be  given  here  that  will  apply  to  each 
case.  We  can  only  say  that  one  should  study  every  child  in 
the  light  of  the  facts  above  presented,  and  see  whether  or  not 
he  comes  under  the  headings  of  any  one  case  enumerated. 
Sometimes  a  child  will  partake  of  several  typical  tendencies 
and  must  be  dealt  with  according  to  the  instruction  here  given 

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in  regard  to  the  particular  type.  The  reader  will  readily 
understand  from  the  foregoing  that  the  proble'm  is  not  an  easy 
one,  but  is  nevertheless  well  worth  time  and  study  for  the 
sake  of  the  great  resulting  good. 

The  Deceitful   Type 

There  is  no  such  person  as  a  born  liar  or  a  cheat,  except 
in  the  abnormal  cases,  tho  these  traits  are  apt  to  develop 
in  certain  types  of  children  quicker  than  in  others.  For  ex- 
ample, the  child  that  is  very  high-strung  and  a  bit  inclined  to 
nervousness,  will  invent  a  lie  in  order  to  escape  punishment 
or  a  scolding.  An  imaginative  child  is  bound  to  overdraw  a 
picture  and  exaggerate,  often  to  the  degree  of  absolute  false- 
hood. Intentionally?  Of  course,  not.  Some  great  men, 
in  the  realm  of  creative  imagination  have  been  very  adept  in 
making  stories  out  of  whole  cloth  and  often  this  is  the  best 
indication  of  an  active,  inventive  and  constructive  turn  of 
mind. 

The  judgment  of  a  child  is  of  course  undeveloped,  and 
this  often  handicaps  hi'm  in  seeing  things  in  a  true  light.  Thus, 
a  child  may  come  home  and  say  he  saw  a  dog  of  enormous 
size,  whereas  it  may  be  found  out  later  that  it  was  only  an 
ordinary-sized  one.  Children  often  unconsciously  imitate 
their  parents  in  wrong  and  right  acts,  as  well  as  in  lies,  so 
if  you  don't  want  your  child  to  be  deceitful  and  untruthful, 
never  lie  to  him,  even  in  jest.  An  illustration  'may  show  the 
result  of  doing  so : — A  little  boy  of  three,  day  after  day,  heard 
his  father  and  mother  scold  his  aged  and  feeble  grandfather 
for  spilling  soup  on  the  tablecloth.  Finally  the  aged  man 
was  put  by  himself  to  eat,  and  because  he  dropped  a  dish  once 
in  awhile  on  account  of  his  feebleness,  wooden  utensils  were 

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used  to  feed  him.  The  little  one  saw  and  heard  everything,  al- 
tho  the  parents  did  not  trouble  to  note  this  fact.  One  morn- 
ing the  boy  was  playing  with  his  toys  and  blocks  and  building 
so'mething  that  resembled  a  soup  dish,  and  when  his  mother 
askd  him  what  he  was  doing,  he  said: — "I  a'm  trying  to  make  a 
plate  that  cannot  easily  be  broken,  and  when  you  and  papa 
get  old,  I  shall  feed  you  out  of  it."  This  example  of  how 
deeply  environment  will  impress  itself  on  a  child's  mind  is 
worth  remembering. 

It  is  a  bad  start  to  promise  things  to  a  child  and  then 
forget  to  carry  out  those  promises.  I  shall  never  forget  an 
instance  of  this  fact  that  occurred  in  my  own  early  childhood. 
My  father  promised  to  keep  'my  savings  in  his  secure  safe, 
so  I  started  hoarding  pennies,  and  imagined  that  some  day, 
as  my  father  told  me,  I  should  be  the  possessor  of  quite  a 
sum.  Imagine  my  disappointment  when  one  day  father  an- 
nounced at  the  table  that  I  was  a  bankrupt — my  savings  gone. 
Of  course  it  was  only  a  matter  of  pennies,  but  after  that  I 
never  took  his  word  for  things,  no  matter  how  much  he  tried 
to  assure  me  that  his  word  could  be  relied  on.  This  is  an- 
other commonplace  incident,  but  its  importance  cannot  be 
over-emphasized.  Avoiding  issues  and  telling  an  untruth  will 
never  prove  effective,  in  the  long  run,  with  any  child,  and  es- 
pecially a  bright  one.  The  teaching  of  the  values  of  life, 
and  of  the  practical  ways  to  go  about  things  should  be  early 
instilled.  An  incentive  to  earn  and  save  money  is  a  good  idea 
for  any  child  to  have.  What  a  child  needs  and  should  have 
is  right  direction  as  early  as  possible,  for  a  right  start  will 
insure  success ;  therefore,  help  your  child  to  cross  the  border 
of  immaturity  into  the  land  of  reason,  common  sense,  justice 
and  experience,  where  he  will  take  care  of  himself,  and  he  will 
thank  you  for  your  earnest  endeavor  in  giving  him  the  most 

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important  thing  in  life — the  right  start.  Isn't  it  worth  the 
trouble,  to  see  the  results  of  your  guidance  evinced  in  a  bright, 
upright,  successful  and  happy  boy  or  girl?  Nothing  should 
prevent  you  fro'm  doing  that;  if  you  cannot  do  it  yourself, 
at  least  you  can  ask  the  assistance  of  those  who  can.  When 
you  want  to  invest  your  money,  naturally  you  go  to  the  stock 
broker;  so  the  logical  thing  for  you  to  do  in  a  case  where 
you  do  not  understand  or  are  doubtful  about  your  child's 
character,  is  to  consult  a  Character  Analyst.  It  is  a  great 
inspiration  to  watch  children  with  many  limitations  succeed 
in  working  out  their  own  salvations,  but  of  course  they  would 
accomplish  more  had  they  been  given  right  help  at  an  early 
age. 

The  Folly   of  Scolding   Children   in  Public 

Perhaps  the  second  greatest  curse  upon  the  child,  in  ad- 
dition to  beating,  is  scolding  in  public.  Altho  any  reasonable 
parent  or  teacher  would  not  be  so  unwise,  it  must  be  con- 
sidered for  the  sake  of  those  who  practise  it.  The  effect  of 
scolding  is  demoralizing  and  detrimental — again  from  the 
psychological  standpoint.  It  makes  a  child  hateful,  antago- 
nistic, and  resentful  toward  those  who  do  it,  and  eventually 
toward  everybody.  The  people  who  suffer  greatly  in  life 
at  the  hands  of  some  unjust  person,  become  unsociable  and 
revengeful  toward  the  whole  of  humanity.  This  is  not  a 
supposition,  but  the  result  of  research  in  so'me  hundreds  of 
cases.  Not  only  is  scolding  in  public  very  injurious  to  the 
child's  character,  but  praise  in  public  also  has  an  undesirable 
effect  on  the  young  mind,  fostering  as  it  does  a  complete 
egotism  and  craving  for  approbation,  which  if  carried  to  the 
extreme  is  most  harmful. 

If  some  one  will  say,  "Well,  I've  done  my  best  with  my 
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child,"  this  is  a  poor  excuse  if  their  best  was  not  quite  enough ; 
for  in  our  age  of  science  one  may  obtain  the  necessary  in- 
formation in  regard  to  a  child's  management,  if  one  so  de- 
sires. There  are  so'me  factories  in  Europe  where  even  a  true 
use  of  the  excuse  "I  didn't  know  this  or  that"  never  prevents 
a  man  from  losing  his  job  if  he  makes  a  mistake.  In  other 
words,  no  one  should  do  things  blindly  in  this  world  and  then 
apologize  afterwards,  if  he  could  possibly  have  found  the 
right  way  of  doing  things.  This  is  not  a  preachment  but  a 
retaliation  to  those  who  ask  me  so  many  times  if  people  should 
be  excused  for  their  ignorance.  They  should  not! 

Another  thing  that  is  very  common  and  also  fundament- 
ally wrong  is  to  check  children  on  the  use  of  negatives.  Such 
phrases  as  "don't,"  "shouldn't,"  "'mustn't,"  "I  told  you  not 
to  touch  it,"  "Didn't  I  forbid  you?"  etc.,  should  be  struck 
out  of  the  vocabulary  of  a  person  dealing  with  children.  In- 
stead of  that,  tell  the  child  what  to  do  and  how  to  do  it.  Ex- 
plain carefully  to  the  child  in  a  patient,  agreeable  way  rather 
than  appear  preposterous  by  losing  your  temper.  Every  child 
is  fitted  by  nature  to  do  one  thing  really  well.  The  only  rea- 
sonable course  is  to  find  out  what  it  is.  This  question  is 
thoroughly  considered  in  my  new  book  (now  in  preparation) 
called  "Every  One  Is  a  Genius,"  meaning,  of  course,  every  nor- 
mal person  is  endowed  by  nature  to  do  one  thing  supremely 
well. 


The  Slow  and  the  Fast  Types  and  How  They  are  Managed  in  our  Schools 

It  is  a  pity,  but  it  is  true,  and  a  more  absurd  treatment 
of  children  could  not  be  imagined,  yet  you  know  as  well  as  I, 
that  we  hurry  the  slow  pupils  to  death  that  they  may  keep  up 
with  the  brighter  ones,  and  hold  back  the  brilliant,  so  that 

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the  slow  may  catch  up  to  them.  An  authority  tells  us  that 
we  should  revise  our  educational  system  so  as  to  meet  the 
following  conditions.  In  primary  schools  we  teach  children  in 
order  to  qualify  the'm  for  high  school;  in  high  school  we  pre- 
pare them  for  college.  The  curriculums  are  made  with  this 
in  view.  Statistics,  however,  show  that  only  four  out  of  every 
one  hundred  who  start  with  the  primary  school  ever  enter 
college,  and  about  from  sixty-five  to  seventy-five  per  cent, 
leave  school  to  go  to  work.  We  should  be  mindful  of  the 
above  stated  facts,  and  do  something  to  remedy  them.  We 
should  inculcate  more  practical  information  in  our  primary 
schools,  so  if  the  student  is  obliged  for  some  reason  or  other 
to  go  to  work  before  entering  high  school  or  college,  it  will 
help  him  to  be  more  successful  in  earning  a  livelihood.  This 
we  consider  in  connection  with  Character  Analysis,  and  not  in 
order  to  be  ostentatious  or  critical  in  the  least.  The  above 
thought  was  suggested  because  of  the  fact  that  some  people 
come  to  me  for  character  analysis,  and  I  find  that  they  failed 
not  only  because  of  a  lack  of  higher  education,  but  because 
on  the  other  hand,  the  primary  education  which  they  did  re- 
ceive was  not  practical  enough  to  enable  them  to  do  justice 
to  their  fundamental  tendencies  of  character.  Elsewhere  in 
this  book  the  reader  will  find  discussed  more  fully  constructive 
suggestions  along  these  lines. 

The  Shy   Type 

This  type  is  found  among  the  so-called  "mental"  or  in- 
trospective children ;  the  type  that  wants  to  be  let  alone  and 
often  strays  from  company — partly  because  of  natural  timid- 
ity and  partly  from  lack  of  self-confidence.  He  is  easily  fright- 
ened and  is  sensitive,  hence  he  should  be  encouraged  to  stand 
up  for  his  rights  and  cultivate  sociability.  If  he  is  a'mbitious 

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in  any  way  at  all,  it  will  help  a  great  deal  to  appeal  to  that 
ambition  in  order  to  overcome  this  drawback.  As  a  rule,  an 
ambitious  child  does  not  like  to  appear  limited,  and  if  made  to 
realize  this,  he  will  fight  for  liberty  with  a  courageous 
appearance.  The  writer  went  through  this  experience  him- 
self, and  after  a  long  struggle,  succeeded  in  completely  over- 
coming timidity.  Your  child  could  do  likewise. 

Akin  to  the  above  type  is  the  cowardly  or  "baby  boy" 
type  that  is  afraid  to  fight  and  to  face  obstacles,  and  such  a 
nature  is  a  tre'mendous  drawback.  This  also  can  be  changed 
to  courage  and  ambition,  by  encouraging  the  boy  to  play  manly 
games,  and  stand  firmly  for  his  rights.  If  it  happens  that 
this  boy  has  great  pride,  a  sense  of  justice  or  moral  courage, 
it  is  best  to  appeal  to  those  qualities.  The  chances  are  when 
these  qualities  are  brought  into  play,  all  sense  of  danger 
will  be  forgotten,  fear  discarded,  and  a  cowardly-inclined  boy 
who  has  a  strong  sense  of  justice  will  battle  to  the  end  for  an 
unjustly  treated  friend. 

The  Philosophic   or   Thinking    Type 

This  type  is  more  often  misunderstood  than  any  other. 
He  is  called  "queer,"  "a  puzzle,"  "crazy,"  simply  because 
he  likes  to  think  and  because  he  cares  little  for  play.  He  is 
visionary,  absent-minded,  forgetful  and  dwells  a  good  deal 
in  imagination — a  world  of  his  own.  He  is  sometimes  found 
scheming  and  inventing,  while  others  think  he  is  doing  noth- 
ing. He  thinks  far  better  than  he  talks,  and  often  is  'more 
intellectual  than  his  parents  or  teachers.  He  is  a  born  pioneer 
in  thought  and  science,  and  should  be  so  treated.  You  may 
distinguish  this  type  of  boy  by  his  quietness,  reserve,  concen- 
tration, absent-mindedness  in  the  routine  of  life,  and  an  early 

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ability  to  study  and  to  create.  He  is  apt  to  ask  baffling  ques- 
tions that  are  hard  to  answer;  these  are  some  of  the  ear-marks 
of  the  philosophic  type.  Let  me  add  that  the  training  of  such 
a  child  should  be  commenced  as  early  as  possible  and  that 
play  be  encouraged. 

The  Inquisitive  Type 

The  type  that  is  the  most  difficult  and  often  the  most 
exasperating  of  all  is  the  inquisitive  child,  who  asks  too  many 
questions,  and  wants  reasons  for  everything.  This  type  is 
not  just  a  senseless  interrogator;  he  has  to  do  this  in  order  to 
satisfy  his  craving  for  knowledge.  Parents  should  be  very 
proud  to  have  a  child  like  this,  for  it  is  a  very  good  indication; 
for  he  is  destined  to  be  a  scholar  and  an  investigator.  Give 
such  a  child  a  reason  for  a  thing,  and  he  will  never  bother 
you  again  along  that  line,  altho  he  may  keep  you  busy  with 
new  questions.  This  kind  of  child  often  learns  things  quickly 
and  far  ahead  of  his  competitors.  He  is  a  busybody;  and 
is  in  a  hurry  to  learn  and  by  no  means  should  he  be  held  in 
check  or  restrained  unless  it  be  in  behalf  of  his  health.  He 
is  energetic  and  restless  and  often  dubbed  "a  perfect  nui- 
sance"— an  unjust  accusation,  for  it  is  that  craving  within  the 
child  which  keeps  him  on  the  move  and  makes  him  inquisitive. 
Once  his  thirst  for  knowledge  has  been  satisfied,  he  will  be  a 
doer  of  big  things. 

The  "Bad  Boy"  Type 

Last  but  not  least  to  be  considered  is  the  commonly 
called  "bad  boy"  type,  which  really  is  the  "best  boy"  of  all. 
This  is  the  type  which  is  invariably  the  born  leader  who  breaks 
and  demolishes  everything  in  the  development  of  powers 
which  are  to  prepare  him  to  tackle  the  obstacles  of  life.  This 

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propensity  to  tear  and  smash  things  enables  him  to  surmount 
obstacles  and  barriers — energy  as  yet  uncontrolled,  but  the 
same  calibre  of  which  our  generals,  explorers,  pioneers,  dis- 
coverers, organizers,  builders,  diplomats  and  orators  are 
made.  One  thing  can  be  done  in  this  case  to  direct  rightly 
this  child's  energies,  for  the  same  qualities  that  make  him  de- 
structive, also  make  him  constructive.  This  boy  will  not  be 
forced  or  coerced  but  will  always  respond  to  direction.  A 
case  in  point  is  this : — There  was  this  kind  of  boy  in  one  of 
the  schools  in  Boston,  who  was  so  full  of  energy  that  no  one 
could  manage  or  control  him.  He  was  a  problem,  and  altho 
good  in  general  ways,  was  always  getting  into  scraps  with 
other  boys;  at  two  he  would  fight  John,  maybe  at  three  George. 
"He  is  crazy  to  fight,"  his  principal  told  me.  I  took  the  case 
and  advised  that  the  boy  be  appointed  sort  of  chief  on  the 
premises  to  look  out  for  other  boys,  so  there  would  be  no 
fighting  done  during  the  recess  and  study  hours.  He  was  to 
be  paid  a  little  money  for  performing  this  duty.  Never  again 
did  he  get  into  mischief;  he  was  an  exa'mple  and  no  one  broke 
the  rules  for  fear  of  getting  punished  by  this  born  fighter 
for  doing  so.  The  secret  of  his  cure  was  the  diversion  of 
his  energy  into  a  creative  channel;  altho  he  was  still  a  fighter, 
it  was  for  a  good  cause. 

Thus  we  may  see  that  every  child  may  be  successfully 
"reformed"  by  the  right  treatment  according  to  each  individ- 
ual case,  rather  than  by  one  'method  for  all,  which  is  con- 
demned to  failure  before  it  is  applied.  Among  the  above- 
mentioned  methods  which  could  be  successfully  used  for  every 
child  are  love,  kindness,  reasonable  and  tactful  firmness,  sym- 
pathy and  understanding.  We  cannot  over-emphasize  the 
fact  that  each  case  must  be  studied  and  considered  separately 
and  scientifically.  Try  this  method  and  win  by  it. 

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Why    You    Are    What    You    Are 


Analyzing  The  Job 

A  brief  explanation  will  be  helpful  in  regard  to  work 
itself.  So  far,  we  have  been  analyzing  the  child;  now  let 
us  analyze  the  work,  whatever  it  may  be.  There  are  some 
fields  of  work  that  parents  should  be  familiar  with  and  in 
which  they  should  not  place  their  children  unless  the  children 
are  unusually  adapted  to  such  occupations.  We  mean 
the  over-crowded  professions,  such  as  law,  dentistry  and  "med- 
icine. Another  field  that  should  be  avoided  is  the  obsolete  or 
that  which  is  going  out  of  existence.  Take  for  instance, 
harness-making.  The  horse  is  fast  being  replaced  by  machin- 
ery, so  it  is  only  a  question  of  a  few  years  when  it  will  be  of 
little  use.  There  are  also  jobs  that  are  only  of  temporary 
duration,  such  as  ammunition-making  during  war  times,  also 
the  ones  that  are  fashionable  and  their  vogue  very  uncertain, 
such  as  modern  dancing.  In  other  words,  analyze  the 
job  and  know  why  you  do  not  want  your  boy  or  girl  to  go  into 
a  certain  line  of  work  or  why  you  do  desire  certain  things  for 
them.  A  guess  is  only  a  guess  even  at  its  best.  There  is  an 
excellent  example  in  another  book  of  'mine: — "More  Facts 
on  Character  Analysis,"  where  I  have  cited  the  case  of  a 
Boston  manufacturer  who  lost  $65,000.00  because  he  was 
negligent  in  employing  men  for  responsible  positions  in  his 
large  concern.  He,  however,  was  broad-minded,  and  later 
admitted  the  necessity  of  Character  Analysis  in  selecting  the 
men  he  needed. 

It  is  comparatively  easy  to  analyze  different  jobs  in  the 
light  of  the  science  that  is  presented  in  this  book.  First, 
should  be  considered  environment.  Some  persons  are  better 
suited  to  work  in  a  cold  climate;  for  instance,  blondes  and 
convex  people.  Some  will  do  better  work  in  a  hot  climate; 
such  as  brunettes  and  those  who  are  concave,  or  plain  with  a 

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Why    You    Are    What    You    Are 


tendency  toward  concavity.  Then  the  field  of  work  should 
be  studied;  whether  it  is  to  be  in  one  place,  one  state,  or  the 
whole  world,  and  the  advice  should  be  used  accordingly.  If 
the  child  promises  to  be  a  globe-trotter,  he  should  be  placed 
in  a  position  that  will  give  hi'm  the  opportunity  to  travel;  if 
he  is  a  "maintainer"  or  conserver  by  nature,  a  steady  position 
in  one  particular  place  should  be  selected. 

Perhaps  the  thing  that  holds  'most  people  back  is  that 
they  have  some  minor,  but  acute  deficiencies,  hence  care  should 
be  taken  to  determine  whether  the  child  is  mentally  and  physi- 
cally healthy.  Of  that  we  shall  speak  'more  fully,  however,  in 
respect  to  both  children  and  grown-ups,  in  the  later  chapter 
on  conditions. 

The  man  is  employed,  or  should  be  employed,  because 
he  can  work  well,  therefore  his  limitations  should  be  noted 
before  and  not  after  his  work  is  chosen.  The  general  points 
sought  for  by  both  unscientific  and  scientific  employers  are 
industry,  honesty,  energy,  intelligence  and  health.  These 
are  the  bed  rocks  on  which  the  industry  of  the  world  depends 
for  its  existence  and  maintenance.  Then,  of  course,  come 
such  points  as  skill,  speed,  education,  experience  and  special 
training,  but  the  first  mentioned  five  are  the  fundamental  ones, 
for  without  health  and  honesty  and  the  complimentary  traits, 
man  is  not  in  the  long  run,  worth  his  salt,  even  though  he 
possesses  genius  and  skill.  He  cannot  be  depended  upon  if 
he  is  dishonest  or  if  his  usefulness  will  be  curtailed  on  account 
of  health  conditions.  So  here  we  have  the  fundamental  and 
the  arbitrary  principles  by  which  we  must  be  governed. 

Contrary  to  the  up-to-date  scientific  way  of  choosing 
work,  we  mention  the  old  way  of  mere  chance  selection  of 
work,  or  the  method  of  least  resistance.  Suppose  a  boy  is 
about  to  graduate  from  High  School;  there  happens  to  be  an 

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Why    You    Are    What    You    Are 


opening  in  a  local  grocery  store;  the  store  proprietor  and 
the  family  of  the  boy  are  friends;  so  the  heads  of  the  two 
homes  talk  the  matter  over,  and  through  force  of  circum- 
stance, a  natural  born  surgeon  becomes  a  grocer.  This  old- 
fashioned  method  is  not  only  unscientific,  but  also  unjust. 

The  final  advice  I  give  is  to  use  all  the  facts  possible 
in  an  unbiased,  patient,  and  scientific  spirit;  if  after  that  you 
find  yourself  in  error,  your  conscience  will  be  clear.  Truth 
and  Character  Analysis  are  merciless  in  operation  but  kind 
in  the  long  run. 


138 


CHAPTER   SIXTEEN 

A  Brief  Analysis  of  President  Warren  G.  Harding  (Fig.  37) 
Observed  from  the  Face  Alone. 

"I  saw  his  heart  in  his  face" — Shakespeare. 

PRESIDENT  Harding  has  a  high,  wide  forehead,  medium 
square,  which  indicates  broad-mindedness,  and  intellec- 
tual powers  that  find  their  expressions  rather  scientifically. 
Squareness  of  forehead  always  stands  for  cautiousness  and  a 
certain  degree  of  conservatism.  Practical  thinking  is  indicated 
by  the  convexity  of  the  forehead,  therefore,  the  President  is  in- 
clined to  be  business-like  in  all  his  undertakings.  As  indicated 
by  the  shape  of  the  forehead,  he  would  treat  a  subject  on  a 
large  scale  rather  than  on  a  small  one.  He  is  open  to  convic- 
tions, and  cosmopolitan  in  his  methods  of  discussing  different 
problems;  that  is  to  say,  he  is  broad-minded  enough  to  appre- 
ciate the  viewpoint  of  others,  and  therefore  is  not  dogmatic 
nor  too  set  in  his  own  ideas.  We  call  a  'man  with  this  trend 
of  mind  a  diplomatic  character. 

The  eyebrows,  which  are  very  heavy,  with  prominent 
sinews,  denote  good  powers  of  observation  and  indicate  that 
the  five  senses  are  most  active.  These  are  the  eyebrows  of 
an  investigator,  observer,  calculator  and  a  person  who  likes 
to  see  things  for  himself;  in  other  words,  in  order  to  be  con- 
vinced he  demands  facts. 

The  eyes  are  steady  and  penetrating,  and  are  neither 
very  open  nor  very  closed,  which  'means  power  of  concentra- 
tion, self-reliance  and  positiveness  in  thinking  and  expression. 

139 


Why    You    Are    What    You    Are 


A  steady  gaze  of  the  eye  always  means  decisiveness  and  de- 
pendability of  character.  The  eyes  of  President  Harding 
show  that  he  is  not  as  credulous  as  he  would  be  if  his  eyes 
were  wide  open,  and  yet  he  is  not  secretive,  as  is  denoted  by 
the  very  closed  eyes,  therefore,  he  is  shrewd  in  his  transactions 


Fig.  37 

Face  of  Pres.  Warren  G.  Harding 
Showing:  "Stern  Justice" 

and  yet  honest  enough  to  give  the  benefit  of  the  doubt  to 
others. 

Perhaps  the  most  outstanding  feature  of  the  President's 
face  is  the  nose  section  which  is  long  and  wide.  A  large  con- 
vex nose  indicates  great  energies  and  a  capacity  for  accom- 
plishment. The  three  sections  of  the  nose  are  strongly  devel- 
oped, by  which  we  mean  the  nostrils,  tip  of  the  nose,  and  the 

140 


Why    You    Are    What    You    Are 


space  between  the  tip  of  the  nose  and  the  root  of  the  nose. 
The  size  and  shape  of  the  nose,  as  observed  in  President 
Harding,  denote  an  aggressive,  positive,  and  decisive  char- 
acter with  a  great  deal  of  mental  and  physical  energy  to  re- 
inforce it;  in  other  words,  this  is  the  nose  of  a  fighter,  per- 
sistent rather  than  erratic. 

Another  interesting  aspect  of  the  face  is  the  mouth  sec- 
tion, and  especially  its  shape.  As  shown  in  the  picture,  the 
mouth  is  somewhat  on  a  straight  line,  with  the  right  corner 
turned  slightly  downward,  and  the  left  slightly  turned  upward, 
which  on  account  of  other  things  being  equal,  shows  the  ten- 
dency on  the  part  of  the  President  to  take  his  duties  rather 
too  seriously,  as  is  always  denoted  by  the  drooping  corners 
of  the  mouth.  The  right  side  of  his  mouth  is  not  sufficiently 
downward  to  say  that  he  is  a  pessimist,  yet  there  is  enough  of 
an  indication  to  say,  at  least,  that  he  feels  his  responsibilities 
very  keenly,  which  shows  the  dependability  of  character  that 
makes  a  person  'mindful  of  his  obligations,  whatever  they  may 
be.  With  this  trend  of  character  is  often  found  the  tendency 
to  show  people  his  sincerity  in  his  endea'vors  to  serve ;  a  good 
quality,  if  not  carried  to  extremes,  but  if  overdone  makes 
people  over-sensitive  to  outside  criticisms.  On  the,  other  hand, 
the  left  side  of  the  'mouth  shows  that  there  is  enough  optimism 
to  counterbalance  the  keen  sense  of  responsibility  and  thereby 
establish  a  desirable  equilibrium  in  the  President's  character 
between  seriousness  in  the  execution  of  his  duties,  and  enough 
cheerfulness  and  optimism  in  regard  to  the  outcome  of  his 
endeavors.  The  following  phrase  "may  summarize  the  fore- 
going thought: — He  always  "hopes  for  the  best,  but  is  pre- 
pared for  the  worst."  The  entire  shape  of  the  mouth,  how- 
ever, has  indications  of  a  decisive  character  with  a  consider- 
able amount  of  determination  and  persistency,  which  again 

141 


Why    You    Are    What    You    Are 


is  reinforced  by  the  chin  section,  one  of  the  strongest,  if  not 
the  strongest,  feature  of  the  face.  It  is  long,  wide  and  firm, 
and  denotes  will-power,  tenacity,  persistency,  determination, 
great  physical  and  mental  endurance,  physical  courage,  and 
the  ability  to  endure  long  hours  of  labor.  It  also  adds  con- 
siderably to  the  general  make-up  of  the  character,  because  a 


Fig.  38 
Tagore.     Kind  Expression  of  the  Face 

strong  chin  section  is  often  called,  in  Character  Analysis,  by 
a  modern  appellation,  na'mely,  "The  Shock  Absorber,"  bal- 
ancing the  character  in  such  a  way  as  to  enable  a  person  to  do 
the  right  thing  at  the  right  time  in  the  right  way ;  it  gives  an 
individual  due  deliberation  in  action,  and  often  in  the  long  run 
saves  trouble  by  holding  in  check  other  tendencies  of  char- 
acter, in  order  to  give  him  time  to  weigh  the  facts  with  due 


142 


Why    You    Are    What    You    Are 


consideration.  In  fact,  President  Harding's  chin  is,  so  far 
as  my  study  of  his  pictures  goes,  perhaps  the  strongest  of 
any  of  our  Presidents.  It  is  true  that  we  have  had  other  Chief 
Executives  with  a  great  capacity  for  work  and  an  ability  to 
endure  hardships — attributes  of  the  strong  development  of 
the  chin  section,  but  the  indications  of  President  Harding's 
chin  are  such  as  show  him  to  be  a  hard  worker,  and  at  the 
same  time  very  forceful  and  determined  in  the  execution  of 
his  tasks ;  in  other  words,  there  is  strong  will-power  and  great 
endurance  combined  in  one  chin. 

The  synthesis  of  Character  Analysis  in  its  highest  de- 
gree is  an  ability  to  analyze  a  person  from  the  so-called  "spirit 
of  the  face,"  in  a  few  words,  (See  Fig.  38)  so  for  the  benefit 
of  the  student,  I  summarize  my  study  of  President  Harding's 
face  by  the  interpretation  of  the  "spirit  of  the  face,"  as  it  is 
shown  in  one  of  the  best  available  pictures  of  our  President. 
It  shows  this:  Steadfastness,  balance,  and  stern  justice  with  a 
natural,  practical  bent  of  the  mind.  This  is  as  far  as  one 
'may  go  with  the  study  of  the  front  view  of  the  face.  This 
illustration  was  given  for  the  sole  purpose  of  showing  the 
student  how  he  should  proceed  when  he  tries  to  analyze  per- 
sons by  the  features  of  the  face  alone.  As  was  illustrated 
above,  he  should  take  each  lineament  separately,  and  consider 
it  in  its  proper  light. 

The  student  will  find  that  the  most  difficult  thing  is  to 
briefly  sum  up  the  "spirit  of  the  face,"  for  that  can  be  done 
only  by  long  and  painstaking  practice,  until  finally  it  becomes 
second  nature.  In  President  Harding's  case,  for  example,  the 
most  'outstanding  description  of  the  "spirit  of  the  face"  is, 
in  my  judgment,  the  stern  justice.  Why  I  have  this  i'mpres- 
sion  would  take  a  considerable  time  to  explain,  but  the  fact 
that  I  a'm  correct  will  be  evident  to  anybody  who  will  study 

143 


Why    You    Are    What    You    Are 


the  subject  thoroughly,  and  in  that  study  he  will  find  that  the 
formation  of  each  feature  in  the  face  contributes  to  this  ver- 
dict which  I  have  pronounced  in  two  words. 

To  sum  up  the  character  of  the  President  from  the  facial 
study,  and  also  from  the  proportion  of  the  head  as  it  is  shown 
in  profile : — He  is  open  to  convictions,  and  likes  to  confer  with 
those  who  are  supposed  to  know  a  great  deal  in  different  lines 
of  work,  but  the  chances  are  that  he  will,  when  all  is  said  and 
done,  do  things  as  he  sees  fit  and  his  individuality  will  be 
stamped  upon  the  whole  procedure,  altho  the  advice  he  gets 
from  others  undoubtedly  will  be  incorporated  in  the  general 
scheme  of  this  consummation.  It  appears  as  tho  the  advice 
of  Shakespeare  in  "Hamlet"  to  "Take  every  'man's  censure 
but  reserve  thy  judgment,"  is  literally  interpreted  by  the 
President. 


144 


CHAPTER  SEVENTEEN 


Scientific  Salesmanship 

AS  every  one  of  us  is  a  salesman  of  some  kind,  this  chapter 
is  exclusively  devoted  to  scientific  salesmanship  in  gen- 
eral. The  greatest  authorities  on  this  subject  maintain 
that  the  most  successful  way  to  do  business  is  to  go  into  it  with 
the  idea  of  giving  the  customer  equal  value  for  every  dollar  re- 
ceived. At  present  we  are  speaking  about  the  legitimate  and 
fundamental  way  of  doing  things,  and  the  salesmanship  that 
is  based  upon  co-operation  rather  than  exploitation  is  in  the 
long  run  the  most  enduring  and  successful.  That  is  why 
the  good  reputation  of  so'me  dependable,  commercial  house, 
for  example,  means  more  to  the  buyer  than  the  most  alluring 
and  colorful  advertisements  of  the  lesser  known  concerns. 
For  instance,  the  Tiffany  mark  on  your  jewel  box  spells  de- 
pendability. As  to  the  question,  "who  is  a  sales'man,  and 
what  is  salesmanship?"  we  said  in  the  beginning  that  every 
one,  to  a  certain  degree,  is  a  salesman,  if  he  is  doing  any 
kind  of  work  at  all  for  his  subsistence.  A  doctor,  for  ex- 
a'mple  sells  his  services  to  his  patient;  a  lawyer,  to  his  client; 
even  a  common  laborer  maintains  his  work  'more  by  induce- 
ment and  co-operation  than  anything  else.  The  right  way  to 
deal  with  those  who  buy  our  goods,  services,  thought  or  knowl- 
edge, is  to  make  those  people  feel  that  we  are  giving  full  ser- 
vice for  value  rceived.  One  should,  of  course,  try  to  make  a 
reasonable  profit,  but  at  the  same  time  he  should  be  mindful  to 
give  the  other  party  the  benefit  and  worth  of  his  money.  The 

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man  who  wins  in  the  long  run  is  the  man  who  works  by  sci- 
entific 'methods;  he  can  squarely  answer  to  himself  or  others 
why  he  does  certain  things  and  why  he  does  not — this  is  sci- 
entific salesmanship.  Every  one  is  willing  to  pay  the  price  if 
he  is  convinced  that  the  goods,  whether  they  be  tangible  or 
intangible,  are  worth  as  much,  if  not  more,  than  the  money  he 
is  charged  for  them.  Of  course,  behind  success  in  any  busi- 
ness, must  be  a  mind  that  comprehends  every  situation  that 
may  arrive. 

Assuming  that  the  salesman  himself  is  adaptable  to  all 
possible  circumstances,  two  outstanding  features  of  his  pro- 
fession are  the  study  of  the  customer  and  the  study  of  the 
goods  he  is  selling.  There  are,  however,  really  three: — 
The  salesman,  the  customer,  and  the  goods,  but  in  this  con- 
nection we  are  going  to  concentrate  on  the  customer  rather 
than  on  the  other  two,  important  though  they  are.  To  begin 
with,  the  salesman  should  know  his  business  and  realize  his 
responsibility,  but  the  most  important  thing  is  that  he  should 
understand  his  customer  as  an  individual,  and  here  is  where 
Character  Analysis  plays  an  important  part. 

Suppose,  for  the  benefit  of  the  student,  we  are  in  the 
light  of  character  reading,  or  according  to  the  Science  of 
Character  Analysis,  selling  some  article  to  different  types  and 
combinations  of  types.  Let  us  say  that  the  article  we  are 
selling  is  household  furniture.  Now  we  will  show  how  this 
article  should  be  sold  to  a  brunette  type.  The  brunette  type, 
as  you  already  know,  is  conservative,  slow  to  decide,  domes- 
tic, serious,  affectionate,  and  dependable.  Other  things  being 
equal,  we  should  start  hi'm  from  these  fundamental  character- 
istics; therefore,  a  salesman  will  do  well  if  he  mentions  a  few 
things  that  will  appeal  to  this  sort  of  individual.  A  remark 

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such  as  the  following  will  perhaps  make  this  particular  cus- 
tomer feel  interested: — "This  furniture  so  unusually  artistic 
yet  economical  will  make  your  home  very  comfortable,  and 
it  will  give  your  wife  and  children  great  pleasure."  As  this 
type  is  very  fond  of  children  and  is  very  thoughtful  of  his  dear 
ones,  he  goes  a  long  way,  as  a  rule,  to  make  them  happy,  but 
he  is  slow  in  choosing  and  deciding;  he  is  naturally  cautious, 
and  must  not  be  hurried.  He  could  be  so'mewhat  influenced 
by  appealing  to  his  seriousness,  but  he  cannot  be  rushed  to  a 
decision,  because  he  insists  on  taking  his  time.  The  logical 
way,  therefore,  to  deal  with  this  type  is  to  bring  him  to  the 
point  where  he  feels  that  it  will  be  worth  his  while  to  make 
a  purchase;  and  when  he  asks  you  to  give  him  a  chance  to 
think  the  matter  over,  it  is  well  to  do  so,  because  if  he  is  in 
favor  of  the  proposition  at  all,  his  word  as  a  rule  can  be 
depended  upon.  The  customary  way  of  clinching  the  point 
by  getting  the  man's  signature  should  not  be  insisted  upon. 
Now,  to  pass  to  the  opposite  type,  which  is  the  blonde,  the 
transaction  will  assume  a  different  aspect,  since  he  is  very  en- 
thusiastic, energetic,  hopeful  and  changeable,  is  a  good  mixer, 
and  appreciates  these  qualities  in  others.  The  logical  way  to 
deal  with  him  is  to  describe  your  article  with  enthusias'm;  be 
genial  and  friendly  enough  to  show  him  you  are  a  good  mixer; 
be  positive,  yet  tactful,  and  by  all  means  clinch  your  sale  in 
such  a  way  that  he  cannot  change  his  mind  even  if  later  on  he 
wants  to.  The  chances  are  ten  to  one  that  if  a  blonde  is  not 
induced  to  make  a  purchase  right  on  the  spot,  he  never  will. 
A  haphazard  way  of  dealing  with  blondes  should  never  be 
employed,  because  the  blonde  type  is  impatient,  is  always  in 
a  hurry,  is  enthusiastic  and  impulsive,  and  he  does  things  now 
or  never,  so  with  him  a  slow  and  unsystematic  way  of  sales- 
manship will  never  be  effective.  Use  plenty  of  enthusiasm  and 

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tact  with  this  type,  and  try  to  close  the  deal  quickly,  and  re- 
member that  if  you  try  to  drive  this  type,  everything  can 
be  spoiled  at  the  last  moment.  The  most  effective  way  to 
clinch  a  sale  with  the  blonde  type  is  by  every  possible  method 
to  make  him  feel  that  he  is  settling  the  thing  himself.  This 
can  be  done  in  many  ways : — By  a  cheerful  invitation  to  sign 
the  agreement,  to  give  a  deposit,  or  to  give  some  legitimate 
guarantee  that  he  means  business.  His  word  may  be  just  as 
good  as  any  one's,  but  it  is  not  a  guarantee,  because  the  blonde 
type,  in  spite  of  himself  and  on  account  of  his  tendency  to 
seek  "new  fields  to  conquer,"  and  to  engage  in  new  enter- 
prises, is  likely  to  change  his  mind  by  switching  to  some  other 
interest. 

The  type  that  is  medium  on  the  color  scale  should  be 
dealt  with  by  employing  the  most  important  principles  of 
both  'methods,  as  he,  of  course,  possesses  characteristics  com- 
mon to  both  blondeness  and  brunetteness,  only  not  in  an  ex- 
treme degree. 

The  next  step  in  this  study  will  deal  with  form,  or  the 
study  of  profile.  The  convex  type  is  more  or  less  like  the 
blonde,  and  is  restless,  impatient,  and  somewhat  impulsive; 
is 'full  of  energies  and  positiveness ;  is  in  a  hurry,  and  should 
not  be  made  to  feel  that  he  is  detained  too  long.  The  trans- 
action with  him  should  be  .made  in  a  "snappy,"  positive,  yet 
good-natured  way,  because  he  resents  force  and  is  himself 
a  fighter  by  nature.  The  only  way  to  handle  him  is  with  tact, 
and  without  wasting  much  ti'me  in  talking  about  the  subject. 
Be  brief,  concise,  and  positive  with  this  type,  and  if  he  wishes 
to  buy  anything  at  all,  he  will  do  so  quickly.  A  great  number 
of  sales  are  lost  with  this  kind  of  man  on  account  of  talking 
too  much;  in  other  words,  this  type  of  customer  is  often  talked 
away  from  the  proposition.  There  is  no  set  rule  in  regard 

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You    Are    What    You    Are 


to  how  long  a  salesman  should  talk  to  this  kind  of  customer. 
One  must  use  his  own  judgment  in  regard  to  how  brief  01 
how  detailed  the  explanation  and  the  description  of  the  propo- 
sition should  be;  but  bear  in  mind  that  the  talk  must  be  brief 
and  that  any  statements  'made  must  be  directed  to  the  practical, 
for  this  type  cares  nothing  for  theories  and  suppositions,  al- 
tho  he  is  very  much  interested  in  the  facts  of  the  thing  he 
buys.  He  does  not  care  for  details,  therefore,  a  general 
summary  in  a  plain  and  practical  way  of  merits  will  convince 
him  he  wants  the  article.  If  you  cannot  show  this  person 
the  thing  itself,  by  all  means  show  him  something  that  will 
take  its  place,  such  as  numbers,  drawings  or  pictures.  Gen- 
erally speaking,  this  customer  is  easy  to  deal  with,  providing 
the  above  principles  are  adhered  to. 

The  opposite  of  this  type  is  the  concave  type,  which  re- 
quires much  the  same  treatment  as  brunettes.  This  type  likes 
to  take  its  time,  and  therefore,  if  you  make  him  feel  that  you 
have  plenty  of  leisure  to  give  the  information  he  wants  about 
the  thing  you  are  trying  to  sell,  he  will  be  delighted.  This 
type,  as  we  learned,  is  very  much  interested  in  reasons,  causes 
and  effects,  and  therefore,  any  interesting  detail  in  connection 
with  the  proposition  will  be  greatly  appreciated.  When  it 
comes  to  deciding  things,  the  concave  type  is  slow  and  hard 
to  convince.  Tactful  persuasion  on  the  part  of  the  salesman 
may  be  effectively  applied;  in  fact,  he  can  easily  decide  for 
this  kind  of  customer,  if  he  is  thoroughly  familiar  with  the 
peculiarities  of  the  type.  A  remark  like  this,  for  instance, 
will  serve  as  a  concluding  argu'ment: — "Why  don't  you  take 
this  thing  on  approval,  and  it  it  does  not  serve  your  purpose 
and  does  not  meet  with  your  expectations,  we  will  be  willing 
to  take  it  back  or  exchange  it  for  another."  It  is  as  tho  the 
salesman  is  saying  between  the  lines,  "Well,  what  is  the 

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trouble?  Are  you  in  need  of  this  article?  Don't  you  like 
it?  This  is  the  best  you  can  get  in  its  line,  so  why  waste 
time  in  going  to  other  stores?  Why  not  decide  right  now? 
You  are  taking  no  chances,  for  if  you  find  that  you  do  not 
get  what  you  want  from  us,  we  are  perfectly  willing  to  com- 
pensate you  in  any  satisfactory  way."  Whatever  the  method 
of  clinching  the  point,  it  should  be  done  with  a  large  degree 
of  patience  and  tact,  because  if  this  type  is  made  to  feel  that 
he  is  being  driven  and  is  not  permitted  sufficient  time  for 
deliberation,  he  will  become  resentful,  and  sometimes  ob- 
stinate— a  most  dangerous  state  to  put  hi'm  in,  speaking  in 
a  business  sense,  because  when  he  gets  to  that  point,  it  will 
be  a  tremendous  task  to  bring  him  out  of  it. 

The  plain  type — a  balance  between  the  convex  and  the 
concave — can  be  handled  in  accordance  with  his  leading  char- 
acteristics, and  so  far  as  form  is  concerned  should  be  treated 
according  to  the  suggestions  above  made  for  convex  and  con- 
cave types.  It  should  be  remembered  by  the  student  that 
the  balanced  types  are  the  easiest  to  manage  as  they  are  not 
endowed  with  extreme  traits,  and  yield  readily  to  ordinary  and 
everyday  common  sense,  so  one  should  not  be  anxious  about 
how  to  get  along  with  the  balanced  type.  Earnestness  and 
straightforwardness  are  the  two  surest  methods  to  use  in 
handling  any  balanced  type,  whether  it  be  in  color,  form,  or 
structure. 

How  TO  SELL  TO  THE  LARGE  AND  THE  SMALL-SIZED  MAN 

As  we  learned  in  the  chapter  on  size,  s'mall-sized  people 
are  quick  and  responsive ;  they  become  enthused  easily  and  get 
over  it  quickly;  therefore,  in  trying  to  sell  to  a  small-sized 
person,  we  should  bear  this  in  mind,  and  be  precise,  taccful, 
and  by  no  means  undiplomatic.  Altho  a  great  deal  depends 

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Why    You    Are    What    You    Are 


on  other  combinations  of  variables  in  this  type,  the  small  per- 
son is  bound  to  transact  business  quickly,  and  procrastination 
or  a  lack  of  directness  may  prove  a  hindrance  in  gaining  his 
favorable  attention  and  making  a  sale. 

The  large-sized  person,  on  the  other  hand,  is  slow,  very 
deliberate  in  action  and  easy-going  in  general;  therefore, 
sufficient  time  should  be  given  to  work  this  type  up  to  a  desir- 
able frame  of  mind.  Rush  and  hurry  will  never  accomplish 
the  right  result.  Be  as  patient  as  possible,  and  dwell  'more 
upon  the  points  that  would  appeal  to  this  type,  such  as  the 
durability  and  usefulness  of  the  article  you  are  selling.  It 
would  also  be  well  to  point  out  the  fact  that  this  particular 
article  will  save  unnecessary  exertion  and  time  on  the  part  of 
the  buyer,  and  is  therefore  worth  the  price  that  is  asked  for 
it.  However,  at  the  conclusion  of  your  selling-talk,  decision 
can  be  made  for  this  type.  As  he  is  rather  slow  to  make  up 
his  own  mind,  no  hurry  should  be  betrayed  by  the  salesman 
when  dealing  with  this  sort  of  person. 

THE  MENTAL,  MOTIVE  AND  VITAL  TYPES 

In  dealing  in  a  business  way  with  the  mental  type,  we 
should  recognize  the  mental  attitude  of  this  particular  in- 
dividual toward  everything.  Directness  and  brevity  are  the 
two  main  points  which  we  should  bear  in  mind.  The  mental 
type,  as  a  rule,  is  absent-minded,  does  not  like  to  be  preached 
to,  and  rather  likes  to  talk  himself  and  secure  a  hearer;  there- 
fore, a  long  selling-talk  on  the  part  of  the  salesman  may  spoil 
everything.  This  type,  generally  speaking,  is  impatient  and 
does  not  care  for  details,  so  should  not  be  burdened  with  them. 
If  a  successful  outcome  is  to  be  expected,  a  brief,  straight-to- 
the-point  business-like  statement  about  the  matter  will  be  suffi- 
cient. At  the  beginning,  in  dealing  with  this  type,  it  is  wise 

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to  say  a  few  words  about  literature  or  things  pertaining  to 
the  intellectual  side  of  life,  but  it  must  be  introduced  merely 
as  a  point  of  contact  and  should  soon  be  diplomatically 
changed  to  the  business  at  hand. 

The  motive  type,  as  we  know,  is  the  "man  of  action"  type, 
and  he  is  after  things  that  work,  therefore,  in  selling  to  him 
we  should  emphasize  the  practicality,  usefulness,  service  and 
durability  of  the  article  to  be  sold.  He  is  inclined  to  be  in- 
dependent, and  therefore  should  not  be  driven  to  a  decision. 
In  this  case  also,  brevity  and  appreciation  of  the  qualities 
that  are  combined  in  the  motive  type  should  be  kept  in  mind 
by  the  salesman.  This  type  is  always  glad  to  give  co-opera- 
tion, so  if  one  presents  a  proposition  to  him,  and  at  the  same 
time  conveys  to  him  the  idea  that  he  is  helping  you  while  help- 
ing himself,  it  will  make  a  great  appeal.  The  motive  type  is 
sometimes  called  the  liberty-loving  type;  therefore,  any  argu- 
ment that  calls  forth  his  spirit  of  independence  or  service,  will 
enlist  his  co-operation.  It  has  been  stated  by  many  salesmen 
that  they  were  able  to  sell  things  'much  more  quickly  to  a  cus- 
tomer whom  they  approached  in  the  following  manner: — A 
real  estate  man,  for  example,  comes  to  a  prospective  customer 
of  this  kind  and  says : — "A  certain  man  told  me  that  I  could 
not  sell  this  property  within  a  certain  period  and  challenged 
me  to  prove  otherwise,  and  while  the  proposition  is  a  good  one 
for  you,  I  want  to  convince  this  fellow  that  it  can  be  sold  in 
the  specified  time.  If  you  will  help  me  to  transact  this  business, 
you  will  not  only  be  getting  a  bargain,  but  you  will  also  help 
me  to  win  the  dare."  In  many  cases  it  has  been  found  that 
the  motive  type  was  quickly  put  into  the  right  frame  of  mind 
and  took  the  property. 

The  vital  type  is  entirely  different  from  the  other  two. 
It  is  a  type  that,  as  he  is  more  of  a  selfish  nature,  should  be 

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appealed  to  more  on  the  basis  of  his  own  personal  interests. 
Two  points  are  the  most  important.  You  must  prove  to 
him  that  you  are  saving  him  money  and  effort.  This  type  is 
very  strong  on  taking  things  easy,  and  does  not  like  to  make 
unnecessary  efforts  or  exertions;  therefore,  if  he  can  afford  to 
do  so,  he  will  purchase  in  order  to  save  trouble  for  himself. 
To  return  for  a  moment  to  the  supposition  that  we  wish  to 
sell  a  set  of  furniture,  this  type  will  appreciate  very  much 
the  description  of  what  solid  comfort  he  will  take  after  he  has 
installed  this  particular  set  in  his  home.  The  luxurious  as- 
pect of  the  furniture,  the  comfort  of  it,  and  the  economy  of 
the  purchase  will  appeal  to  hi'm  strongly.  As  the  vital  type 
possesses  very  good  judgment,  he  is  not  easily  fooled  and 
therefore  should  be  handled  fairly  and  squarely,  the  points 
above  mentioned  being  the  most  emphasized.  As  we  said 
before,  the  best  way  is  to  deal  fairly  with  all  sorts  of  cus- 
tomers not  alone  because  honesty  is  the  best  policy  but  also 
because,  in  some  cases  like  this,  it  is  very  dangerous  to  use 
either  deception  or  trickery.  The  vital  type  is  the  most  sus- 
ceptible patron  in  regard  to  sham.  In  other  words,  you  can- 
not secure  his  order  by  pretty  fabrications  which  will  not  bear 
the  light  of  thorough  investigation,  and  time  should  not  be 
wasted  in  attempting  it. 

SELLING  ACCORDING  TO  TEXTURE 

This  book  would  not  be  complete  if  we  did  not  consider 
selling  in  connection  with  texture.  The  fine-textured  type, 
as  we  have  already  learned,  is  very  responsive,  artistic,  refined, 
fond  of  beauty,  softness  of  materials,  comfort,  pleasure,  lux- 
ury, amusement,  and  easy  living.  He  is  most  susceptible  to 
flattery,  and  easily  offended  as  well;  therefore,  an  unusual 

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amount  of  tact  is  necessary  to  handle  this  kind  of  customer. 
If  you  propitiously  deal  with  him,  you  can  sell  hi'm  anything. 
That  holds  true  with  any  one,  you  say,  but  know  that  it  is 
particularly  true  regarding  this  type.  Now,  to  offer  a  coarse, 
unrefined  article  to  this  sort  of  person  may  at  once  antagonize 
him  and  make  the  wrong  start,  as  he  does  not  like  to  be  taken 
for  an  individual  without  culture,  and  is  very  keen  and  quick 
to  respond  to  things;  therefore,  he  may  interpret  this  offer 
as  a  suggestion  that  he  is  not  refined.  A  general  suggestion 
which  will  always  help  a  salesman  a  great  deal  in  transacting 
business  with  this  type,  is  this: — Emphasize  the  beauty,  the 
comfort,  luxury,  and  refinement  of  the  thing,  also  cater  some- 
what to  his  conceit  by  interposing  a  few  co'mpliments  in  an 
indirect  way,  for  example,  by  saying,  "This  would  be  very  be- 
coming to  you,  etc."  At  any  rate,  every  effort  should  be 
made  to  emphasize  points  of  beauty  and  high  quality. 

On  the  other  hand,  the  coarse-textured  man,  altho  he 
cannot  be  driven,  should  be  handled  in  just  the  opposite  way. 
Because  he  is  independent,  he  does  not  care  so  much  for 
beauty  and  artistry,  as  the  coarse  texture  shows,  but  he  re- 
quires and  is  looking  for  any  endurance,  service  and  power 
that  the  article  may  possess.  For  this  reason,  a  selling-talk 
about  the  points  of  beauty  of  the  thing  is  but  a  waste  of  time. 
This  type,  as  a  rule,  looks  for  loudness  and  something  with 
which  to  attract  attention,  and  therefore  colors  play  a  large 
part  in  appealing  to  him.  Unusual  tact  must  be  used  in  deal- 
ing with  this  type  of  'man,  because  he  is  stubborn  and  very 
blunt,  and  if  you  do  not  handle  him  with  this  in  'mind,  and 
say  or  do  something  that  he  will  resent,  he  will  tell  you  very 
plainly  what  he  thinks  of  you.  Frank,  broad  and  general 
conversation  he  usually  enjoys.  The  trait  of  good  fellowship 
displayed  on  the  part  of  a  salesman  would  be  an  excellent 

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starting  point.  If  the  customer  is  known  more  or  less  to  the 
salesman  he  might  say: — "Well,  well,  how  is  the  boy  to-day?" 
No  matter  if  the  "boy"  is  very  old  or  middle-aged.  A  genial, 
happy-go-lucky  manner  causes  the  independent,  coarse-tex- 
tured man  to  feel  at  home.  He  resents  conventionalities,  and 
fine  manners,  therefore  should  not  be  handled  according  to 
any  set  rules  or  accepted  customs.  Properly  managed  he  is 
very  easy  to  get  along  with,  because  he  is  not  as  sensitive  or 
as  vindictive  as  the  types  above  discussed.  There  are,  of 
course,  medium-textured  people  who  should  be  handled  ac- 
cording to  the  combination  of  the  two  above  types  and  in 
accordance  with  other  variables  of  these  medium-textured 
types,  such  as  color,  form  and  structure. 

THE  PSYCHOLOGICAL  MOMENT 

This  question  of  the  so-called  psychological  moment  in 
the  transaction  of  any  business,  is  the  most  important  one 
in  the  whole  procedure,  and  this  book  will,  therefore,  not  be 
complete  if  'mention  of  this  is  omitted.  It  is  the  study  of 
the  psychology  of  the  salesman  rather  than  the  study  of  types 
of  patrons. 

The  psychological  moment  is  nothing  but  the  right  state 
of  mind  of  a  customer  at  a  certain  stage  of  conversation,  at 
which  time  it  is  most  desirable  to  offer  a  blank  for  signature 
or  something  similar,  in  order  to  clinch  a  sale.  How  it  is 
to  be  recogni/ed  in  different  purchasers  is  a  thing  that  no 
one  can  describe  in  so  many  words,  but  a  few  concrete  illus- 
trations will  greatly  aid  any  one  who  aspires  to  be  a  scientific 
salesman.  Someti'mes  this  state  of  mind  is  denoted  by  an 
unconscious  nod  of  the  head,  or  it  may  be  shown  by  a  slight 
downward  movement  of  the  hand.  Some  scientific  salesmen 

165 


You    Are    What    You    Are 


have  observed  that  when  a  man  opens  his  arms  in  an  eccentric 
gesture,  that  is  to  say,  away  from  himself,  is  another  indica- 
tion of  his  readiness  to  consider  seriously  the  proposition 
made  to  him.  Still  another  sign  is  a  very  agreeable  s'mile 
with  a  keen  and  attentive  look,  also  friendly  and  acceding 
replies.  It  is  noticeable  that  when  a  customer  is  not  yet  ready 
or  willing  to  seriously  consider  a  proposition,  he  clenches  his 
fist  or  puts  his  hands  in  his  pocket  or  else  he  clasps  his  hands 
together  in  front  of  him.  Hence  any  movement  of  the  hands 
away  from  the  center  is  an  indication,  as  the  salesman  some- 
times says,  of  "an  opening  of  the  'mind,"  and  this  is  the  crucial 
time  when  a  good  salesman  should  co'mprehend  the  situation 
and  act  accordingly — a  most  important  time —  a  golden  op- 
portunity— the  psychological  moment — call  it  what  you -will — 
for  once  lost  it  is  seldom  regained,  or  else  it  takes  as  much 
more  time  to  bring  it  about  all  over  again.  More  sales  have 
been  lost  on  acount  of  inability  to  grasp  this  psychological 
moment,  and  utlize  it  effectively,  than  from  any  other  reason. 
The  psychological  moment  is  used  by  all  salesmen  either 
consciously  or  otherwise,  but  to  do  it  scientifically  means  to 
work  in  a  sure  and  successful  way.  A  study  in  this  direction 
will  be  worth  while  to  every  one  who  deals  with  people,  as  a 
great  'many  points  of  significance  will  be  discovered  by  obser- 
vation, and  the  student  will  profit  greatly  if  he  learns  to  con- 
sciously use  them,  thereby  gaining  the  experience  he  needs.  He 
will  learn  to  distinguish  more  signs  used  by  different  individ- 
uals, but  which  signify  the  same  thing — a  readiness  to  accept 
the  offer;  a  readiness  which  is  not  consciously  expressed  by 
patrons,  but  must  be  recognized  by  the  salesman  as  being 
present  in  the  'mind.  Hence  he  may  know  when  to  recognize 
the  great  psychological  moment  and  to  close  the  transaction 
without  delay. 

156 


Why    You    Are    What    You    Are 


The  writer  feels  that  he  has  included  in  this  book  every- 
thing that  is  essential  for  the  beginner  in  Character  Analysis. 
He  cheerfully  gives  these  fundamentals — the  result  of  his 
wide  research — in  the  hope  that  they  will  be  correspondingly 
appreciated  by  the  students  of  this  Science. 


157 


PUBLISHED  LECTURES 

The  new  book,  "MORE  FACTS  ON  CHARACTER  ANALYSIS" 
by  G.  H.  LeBarr,  has  just  been  published.  This  includes  two  lectures: — 
"Why  You  Are  What  You  Are,"  and  "Refitting  the  'Misfits'  Through 
Character  Analysis,"  also  several  interesting  monographs: — "How  To  Be 
Happy  Though  Married,"  "Criminals  I  Have  Met  While  Studying 
Prison  Life  in  Europe,"  and  other  equally  helpful  papers  on  subjects  of 
paramount  interest. 

This  volume  is  a  pocket-edition,  attractively  bound,  and  is  full  of 
hitherto  unpublished  facts.  The  price  is  $1.00  ($1.10  by  mail).  The 
edition  is  limited,  so  send  your  order  in  to-day.  All  checks  or  money 
orders  should  be  made  payable  to  G.  H.  LeBarr,  72  Westland  Avenue, 
Boston  (17),  Mass. 


WHAT  is  PRIVATE  ANALYSIS? 

Private  analysis  is  designed  for  the  immediate  purpose  of  determining 
what  is  best  for  one  to  do.  The  analysis  is  made  from  a  study  of  the 
physical  appearance,  such  as  color  of  eyes,  hair  and  skin,  proportion  of 
face  and  body,  profile,  texture  and  general  expression,  including  voice,  look, 
hand-writing  and  hand-shake. 

In  such  an  interview  it  is  possible  to  solve  all  personal  problems, 
such  as  vocation,  health,  marriage;  strong  and  weak  points  are  shown, 
so  that  the  client  can  see  for  himself.  In  a  word,  a  scientific  diagnosis 
of  character  is  made  that  puts  a  man  on  the  right  track  and  keeps  him 
there  no  matter  who  he  is,  where  he  is,  or  what  he  is.  Mr.  LeBarr  also 
prepares  a  complete  summary  of  his  Analysis  for  each  client.  Analysis 
can  also  be  made  from  photographs,  hair  specimens,  and  hand-writing. 

For  information  in  regard  to  fees,  apply  to  G.  H.  LeBarr,  72  West- 
land  Avenue,  Boston  (17),  Massachusetts. 


LECTURES 

All  of  Mr.  LeBarr's  lectures  should  be  booked  through  the  Redpath 
Lyceum  Bureau,  Little  Building,  Boston,  Massachusetts,  where  all  in- 
formation concerning  them  and  the  lecturer  can  be  obtained.  Some  of 
the  lectures  offered  are: 

How  To  Size  Up  a  Man. 

Character  Analysis  in  Matrimony  and  Divorce. 

Child  Management  and  Vocational  Guidance. 

Refitting  the  "Misfits"  Through  Character  Analysis. 

Why  You  Are  What  You  Are. 

Psychology  of  Memory  and  Character  Analysis. 

Self-Knowledge  Through  Character  Analysis. 

Psychology  of  Success  and  How  To  Get  It. 

Each  lecture  is  complete  in  itself  and  is  supplemented  by  practical 
demonstrations  on  volunteers  from  the  audience. 


LEBARR'S  SCHOOL  OF  CHARACTER  ANALYSIS 

LeBarr's  School  of  Character  Analysis,  afternoons  and  evenings  (2 
P.  M.  and  8  P.  M.).  Classes  are  formed  the  ist  and  the  I5th  of  each 
month  commencing  October  ist.  The  fee  for  a  two-hour  course  of  ten 
lessons  is  $25.00,  including  text-book. 

The  advanced  course  in  Character  Analysis,  (devoted  largely  to 
the  actual  analysis  of  people),  consists  of  20  two-hour  lessons.  (Fee, 
$50.00.)  The  above  courses  are  held  twice  a  week,  the  ten-lesson  course 
on  Wednesday  and  Friday  evenings;  and  the  advanced  course  on  Tuesday 
and  Thursday  afternoons. 

If  a  sufficient  enrollment  is  made,  a  course  of  10  two-hour  consecu- 
tive lessons  is  given  in  the  morning  at  10  A.  M.  for  those  who  live  out 
of  Boston  and  who  have  to  commute.  Diplomas  are  given  on  the  com- 
pletion of  each  course. 

Application  should  be  made  to  G.  H.  LeBarr,  Director,  72  West- 
land  Avenue,  Boston  (17),  Mass. 


NEW  BOOK  IN  PREPARATION 

Orders  are  now  being  received  for  "THE  PSYCHOLOGY  OF 
WILL  IN  ACTION,"  a  new  book  by  G.  H.  LeBarr,  B.  S.,  to  be  pub- 
lished the  first  of  January,  1923.  This  book  presents  the  latest  startling 
facts  about  the  most  potential  force  known  to  humanity — the  will.  It 
shows  how  to  develop  and  apply  the  will  so  as  to  achieve  success  where 
others  have  failed.  The  price  is  $2.00  ($2.10  by  mail).  Address  G.  H. 
LeBarr,  72  Westland  Avenue,  Boston  (17),  Mass. 


FOR  CLASS  USE  ONLY 


Fig.  40 


Fig.  40 


FOR  CLASS  USE  ONLY 


Fig.  39 

This  Chart  is  Expressly  Made 
for  The  Class  Work  and 
Should  Be  Disregarded  by 
General  Reader.  It  is  used 
Chiefly  in  Connection  With 
the  History  of  Development 
of  the  Science  of  Character 
Analysis 


M emoranda 


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11  d  a 


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Memoranda 


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